Senior Channels Sales manager

• 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).

• Strong understanding of the Australia and New Zealand markets dynamics, partner ecosystems, and buying behaviors.

• 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

• 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.

• 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.

• 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.

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen, value different perspectives, and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

We believe weaving these core values into our day-to-day actions, and our process for hiring, evaluating, and promoting employees, helps us cultivate a work environment that embraces collaboration and camaraderie.

We take care of our employees. We offer competitive salaries, a meaningful bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.