Original listing text, shown exactly as published by the company.
What You’ll Do
Channel Sales Execution & Revenue Ownership
- Own and deliver an assigned channel revenue quota, including partner-sourced and partner-influenced pipeline, bookings, and forecast accuracy.
- Work directly with partners to identify, qualify, and progress opportunities from early-stage pipeline through deal closure.
- Drive joint sales execution, including opportunity qualification, deal strategy, account planning, and close plans in collaboration with Field Sales.
- Actively participate in partner-led sales calls, customer meetings, and deal reviews, including face-to-face engagements with partners and end customers.
- Manage and maintain a healthy, predictable partner pipeline, ensuring strong deal hygiene, timely updates, and accurate forecasting.
Partner Management & Enablement (Sales-Driven)
- Develop and nurture strategic, revenue-focused relationships with resellers, distributors, Systems Integrators (SIs), and OEM partners.
- Establish and execute joint business and account plans with partners that clearly define revenue targets, priority accounts, and sales plays.
- Promote Delinea solutions as a core part of the partner’s go-to-market and services portfolio, enabling partners to confidently sell to end customers.
- Identify capability gaps and drive targeted enablement tied directly to active deals and priority sales motions.
- Provide clear business rationale and ROI justification for investments in partners (enablement, MDF, executive engagement).
Ecosystem Growth & Coverage
- Recruit, onboard, and activate new revenue-capable partners aligned to regional and segment growth priorities.
- Work closely with distributors to drive partner productivity, deal velocity, and pipeline conversion.
- Align partner coverage to territories, customer segments, and vertical opportunities across Australia and New Zealand
Internal Alignment & Reporting
- Serve as the primary channel interface to Field Sales, ensuring clarity on roles, deal ownership, and rules of engagement.
- Coordinate internal resources (Sales Engineering, Marketing, Product, Leadership) to accelerate deal execution and close cycles.
- Maintain accurate CRM data, pipeline reports, and partner performance metrics.
- Provide regular updates on pipeline health, forecast risk, partner performance, and deal blockers.
What You’ll Bring
Sales & Channel Experience
- 8+ years of experience in channel account management or indirect sales within the software industry, ideally in cybersecurity.
- Proven track record of achieving or exceeding channel revenue and pipeline targets.
- Strong experience co-selling with direct sales teams and driving deals to closure through partners.
- Demonstrated ability to build, manage, and forecast a partner pipeline with discipline and accuracy.
Commercial & Execution Skills
- Strong sales acumen, including opportunity qualification, deal progression, and closing complex B2B opportunities.
- Ability to influence without authority and hold partners accountable for sales outcomes.
- Excellent business judgment and prioritization skills in a fast-paced, multi-country environment.
- Comfortable engaging at both executive and field levels with partners and customers.
Communication & Collaboration
- Clear, confident communicator with strong presentation and negotiation skills.
- Able to articulate complex technical and commercial concepts to partners and customers.
- Highly collaborative, with the ability to work cross-functionally while maintaining ownership and urgency.
Regional & Language Requirements
- Strong understanding of the Australia and New Zealand markets dynamics, partner ecosystems, and buying behaviors.
