Senior Director – Regional Partner Sales
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Job Description
Senior director leading regional partner sales for Delinea, an identity security platform company. Scaling partner revenue, pipeline, and sales teams across the U.S.
Responsibilities:
- Lead and scale a team of Partner Sales Managers within Delinea’s Americas Partner Organization
- Set the strategy and cadence for a coordinated, high-performing partner ecosystem
- Own aggregate partner-sourced and partner-influenced revenue
- Hire, onboard, coach, and performance-manage Partner Sales Managers
- Run 1:1s, pipeline reviews, and deal coaching sessions
- Recruit and develop new Partner Sales Managers
- Own aggregate quota for partner-sourced and partner-influenced pipeline and bookings
- Drive forecast accuracy and pipeline hygiene using AI and automation tooling
- Identify at-risk targets and course-correct through coaching, resourcing, or partner investment changes
- Set regional and segment co-selling and co-marketing strategy
- Align MDF allocation, campaign investment, and joint demand-generation priorities
- Partner with Sales, Marketing, Product, and Channel Programs leadership on GTM plans
- Shape partner investment decisions and provide business rationale and risk assessment
- Ensure consistent technical and sales enablement for partners
- Identify skill and capability gaps and invest in training, tools, or programs
- Champion AI and automation to reduce administrative work
- Serve as escalation point and executive sponsor for strategic partners
- Own Quarterly Business Reviews across the team’s portfolio
- Deliver executive-level reporting on team performance, partner health, and channel investment ROI
Requirements:
- Minimum 12 years of partner/channel sales experience in the software industry
- At least 5 years recently leading or managing a team of partner or channel sales professionals
- Proven track record leading quota-carrying teams to exceed partner-sourced and partner-influenced revenue targets
- Strong people-leadership skills, with ability to hire, coach, and develop talent
- Experience engaging C-level and VP-level stakeholders internally and at partner organizations
- Deep understanding of channel ecosystems, including resellers, cloud marketplaces, distributors, Systems Integrators, and technology partners
- Data-driven approach to pipeline and forecast management
- Fluency in CRM and reporting tools
- Demonstrated use of AI and automation tooling
- Excellent communication and presentation skills
- Strong business acumen and organizational skills
- Bachelor’s degree or equivalent practical experience
- Ability to complete a comprehensive criminal background check
- Verification of education and employment required upon conditional offer
Benefits:
- Meaningful bonus program
- Healthcare insurance
- Pension/retirement matching
- Comprehensive life insurance
- Employee assistance program
- Time off plans
- Paid company holidays
- Career progression
- Meaningful work
- Culture of innovation
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