delinea - Director, Distribution — EMEA
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Requirements
• 10+ years experience in channel, distribution or indirect sales leadership roles within enterprise software or cybersecurity • Proven track record of delivering scalable indirect revenue growth through distribution ecosystems • Strong commercial negotiation expertise and financial acumen • Experience operating across multi-country EMEA environments • Ability to influence senior internal stakeholders and external partner executives • Data-driven, performance-oriented leadership style • Experience building structured partner enablement and activation programs • CORE COMPETENCIES • Strategic thinking and execution discipline • Commercial negotiation and financial modelling capability • Executive communication and stakeholder management • Performance management and accountability • Cross-functional collaboration • High-growth mindset and resilience
Responsibilities
• Define and execute a multi-year EMEA distribution strategy aligned to indirect revenue and pipeline objectives • Own distributor performance across pipeline creation, revenue contribution, margin optimisation and reseller activation • Drive distribution-attributed partner-initiated pipeline as a primary performance metric • Establish clear performance scorecards and quarterly business reviews with distribution partners • Design and implement scalable reseller enablement and activation frameworks • Align distribution incentives and investment to regional quota priorities • Partner closely with Strategic Partner Managers, Channel Sales Managers and Growth CAMs to accelerate partner velocity • Lead commercial negotiations, rebate structures and contractual frameworks • Monitor ROI of distribution programs and implement corrective actions where required • Increase partner-initiated pipeline across all EMEA theatres • Improve reseller productivity and time-to-first-deal • Expand active reseller footprint in growth and emerging markets • Enhance commercial efficiency and margin contribution • Create a scalable, predictable distribution engine to support long-term growth
Benefits
• 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.
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