Director, Routes-to-Market Alliances
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Job Description
Director driving Delinea’s identity security revenue through distribution, cloud marketplaces, and commercial partners across the Americas. Automating partner quote-to-cash operations for scalable indirect growth.
Responsibilities:
- Own the strategy and execution of revenue growth across distribution, marketplaces, and commercial segment-focused partners in the Americas
- Build and run a distribution-managed partner strategy for Delinea’s unmanaged reseller and MSP base
- Define partner segmentation and criteria for moving partners into or out of Delinea management
- Partner with distributors on recruitment, enablement, demand generation, joint business plans, and quarterly business reviews
- Negotiate distribution programs, incentives, rebates, and margin models
- Establish coverage, activation, and productivity targets and hold distributors accountable
- Drive partner activation, repeat transaction rate, and revenue per partner
- Champion automated quoting and ordering with distribution using API, EDI, or portal-based submission
- Own marketplace as an Americas go-to-market co-sell route
- Build co-sell strategy and operating cadence with cloud provider field sales teams
- Partner with marketing on marketplace listings, private offers, and joint demand generation
- Report on co-sell-sourced and influenced pipeline and revenue and improve funnel conversion
- Direct and lead the commercial partner sales strategy and day-to-day responsibilities of the commercial partner sales manager
- Automate the partner quote-to-cash process across deal registration, quoting, ordering, provisioning, invoicing, and partner compensation
- Build and prioritize the automation roadmap with Revenue Operations, Order Management, Finance, IT, and Partner Operations
- Drive automation of deal registration and CPQ for partner-sourced transactions
- Push toward touchless order processing for high-volume, low-complexity transactions
- Automate renewals, true-up quoting, rebates, incentives, and MDF calculations and payouts
- Define and track quote-to-cash performance metrics and report progress to leadership
- Represent partner and distributor needs in systems and process design
- Build business cases, financial models, and investment plans for each route to market
- Partner with Sales, Marketing, Product, Finance, Order Management, Legal, Revenue Operations, and Partner Operations
- Define reporting frameworks, KPIs, and forecasting for routes-to-market performance
- Influence internal teams and partner organizations
Requirements:
- 8+ years in channel, alliances, partner sales, sales, or routes-to-market roles in enterprise software, SaaS, or cybersecurity, including time in a strategy or program ownership capacity
- 5+ years’ experience leading a team
- Demonstrated ownership of a revenue number delivered through indirect routes, with a track record of growing it
- Direct, hands-on experience with distribution and cloud marketplaces
- Experience designing partner programs, incentive structures, and go-to-market models from the ground up
- Working knowledge of the quote-to-cash process and a track record of driving process improvement or automation across it
- Strong commercial and analytical skills; comfortable building business cases, modeling partner economics, and defending them to executive audiences
- Excellent executive communication and relationship-building skills
- Experience in identity security, privileged access management, or an adjacent cybersecurity domain preferred
- Working knowledge of hyperscaler co-sell programs and marketplace mechanics, including private offers and committed spend drawdown preferred
- Familiarity with two-tier distribution economics in North America and Latin America preferred
- Hands-on familiarity with CRM, CPQ, PRM, subscription billing, or marketplace integration platforms preferred
- Experience with EDI or API-based ordering integrations with distributors preferred
- Prior experience scaling a function from individual contributor into a managed team preferred
- Bachelor's degree or equivalent practical experience preferred
- Candidates must complete a comprehensive criminal background check, verification of education, and verification of employment upon conditional offer
Benefits:
- Meaningful work
- Great career progression
- Competitive salaries
- Meaningful bonus program
- Healthcare insurance
- Pension/retirement matching
- Comprehensive life insurance
- Employee assistance program
- Time off plans
- Paid company holidays
- Performance-based bonus plans or role-based incentive programs for eligible team members
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