.Position SummaryThe Channel Account Manager is a channel professional and a key figure in our regional team.
This role is accountable and responsible to take the regionally defined named partner strategy, build partner tailored value propositions and create detailed go-to-market plans that strengthen our value proposition to the marketplace while providing new revenue opportunities.
This role is instrumental to the success of a region.
It translates the regional sales strategy utilizing Key Partners to sell more often and "higher" within Delinea generated opportunities, influence opportunity outcomes positively in collaboration with the sales team as well as create incremental, channel generated revenue via a set of Key Partners.Partnerships built and developed in this position relate predominantly to Global System Integrators, large regional System Integrators, strategic Security Boutique Partners and Telcos, utilizing both a resale and MSP approach.Key ResponsibilitiesBuild, develop and manage a "Key" partner base to reach specific channel generated revenue targets as well as overall revenue targets within assigned partner accounts.Take full ownership of "Key" partners, building relationships within the account that span various departments, from C-Level to sales floor.
Involve the various Delinea counterparts to strengthen relationships.Translate regional objectives and strategies into KPIs and a detailed plan that supports both regional and partner specific goals, taking executive ownership.Create and own GAP plans for region / for each Key Partner if required.Drive revenue generation and closure with the partner ecosystem.
Be in full pipeline control, collaborate closely with regional sales teams to win.Support partner at end user meetings, either alone or in collaboration with sellers.Own complete partnership journey, from recruitment, on-boarding, business planning through to an active and committed partnership with regular enablement.Serve as the partnership and MSP advocate inside Delinea; evangelize partners andthe opportunities they present by injecting partner DNA into Delinea sales.Develop an intimate knowledge of the ins and outs of the Delinea MSP Go-To-Market strategy as well as partner program.
Utilize this to build repeat business and create tailored value propositions when engaging with partners.Represent both the voice of the "Key" partners to Delinea and the voice of Delinea to "Key" partners as required to resolve issues and attain revenue.Collaborate with Delinea's marketing team to create quarterly activity plan for demand generation via "Key" Partnerships and assume responsibility for execution of agreed activities.Execute Demand gen plan exclusively built around DR's.Emphasize the Enablement piece of Key partners.Skills and RequirementsA business leader who can influence and build strong relationships with decision makers across all levels of partner and prospect organizations