About Delinea: Delinea is the identity security platform that continuously controls what AI agents, humans and machines can do and for how long. It extends privileged access management from the point of access to the moment of action, using just-in-time authorization to reduce standing privilege across on-premises, multi-cloud and short-lived infrastructure, without adding friction for legitimate users. Delinea provides visibility across every identity type, scores the risk each one carries, and preserves the context behind access decisions, making them auditable and defensible. It supports both static and ephemeral access, letting teams apply Zero Standing Privilege where risk demands it without replacing existing infrastructure. Sr. Director, Regional Partner Sales As Sr Director, Regional Partner Sales, you will lead and scale a team of Partner Sales Managers within Delinea’s Americas Partner Organization, setting the strategy and cadence that turns individual partner relationships into a coordinated, high-performing ecosystem. You will be accountable for your team’s aggregate partner-sourced and partner-influenced revenue, while coaching, developing, and holding your team to the standard of trusted-advisor, “quarterback” performance across their portfolios. You will set the vision for regional partner go-to-market strategy, remove blockers, shape where the company invests in partners, and represent the partner business to leaders — while your team executes day to day with resellers, cloud marketplaces, distributors, Systems Integrators (SIs), and technology partners. What You’ll Do Team Leadership & Development
- Hire, onboard, coach, and performance-manage a team of Partner Sales Managers; set clear expectations, portfolio assignments, and individual development plans.
- Run regular 1:1s, pipeline reviews, and deal coaching sessions to sharpen your team’s partner engagement, negotiation, and account planning skills.
- Build a bench of talent by recruiting and developing new Partner Sales Managers as the partner portfolio and business grow.
Revenue & Pipeline Ownership
- Own your team’s aggregate quota for partner-sourced and partner-influenced pipeline and bookings, holding individual managers accountable to their targets.
- Drive forecast accuracy and pipeline hygiene across the team’s collective funnel, using AI and automation tooling to keep data clean and actionable.
- Identify at-risk targets early and course-correct through coaching, resourcing changes, or adjustments to partner investment.
Strategic Go-to-Market Planning
- Set the regional/segment strategy for co-selling and co-marketing with partners, aligning MDF allocation, campaign investment, and joint demand-gen priorities across the team.
- Partner with Sales, Marketing, Product, and Channel Programs leadership to ensure the team’s GTM plans are coordinated with broader company priorities.
- Shape partner investment decisions, providing the business rationale and risk assessment behind where the company invests in partners.
Enablement & Partner Growth
- Ensure your team delivers consistent technical and sales enablement, helping partners build monetizable, differentiated practices around Delinea’s platform.
- Identify skill and capability gaps across the team and partner base, and invest in training, tools, or programs to close them.
- Champion the use of AI and automation across the team to eliminate manual administrative work and reinvest that time in partner-facing activity.
Executive Engagement & Performance Reviews
- Act as an escalation point and executive sponsor for strategic partners, building relationships with partner executives to secure long-term commitment to Delinea.
- Own the cadence of Quarterly Business Reviews across your team’s portfolio, ensuring consistent tracking of pipeline, win rates, and renewal/expansion revenue.
- Deliver executive-level reporting on team performance, partner health, and channel investment ROI to senior leadership.
What You’ll Bring
- Minimum 12 years of partner/channel sales experience in the software industry, including 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 a demonstrated ability to hire, coach, and develop talent in a fast-paced, target-driven environment.
- Executive presence, with experience engaging C-level and VP-level stakeholders both internally and at partner organizations.
- Deep understanding of channel ecosystems, including resellers, cloud marketplaces, distributors, Systems Integrators, and technology partners.
- Rigorous, data-driven approach to pipeline and forecast management, with fluency in CRM and reporting tools.
- Demonstrated use of AI and automation tooling to scale team efficiency and eliminate manual administrative work.
- Excellent communication and presentation skills, with the ability to translate complex concepts for cross-functional and executive audiences.
- Strong business acumen and organizational skills, with the ability to manage multiple stakeholders and deadlines simultaneously.
- Bachelor’s degree or equivalent practical experience.
Why work at Delinea?
- We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.
- We invest in people who are smart, self-motivated, and collaborative.
- What we offer in return is meaningful work, a culture of innovation and great career progression.
At Delinea, our core values are STRONG and guide our behaviors and success:
- 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.
