delinea - Channel Account Manager, North Asia
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Requirements
• Minimum 10 years of channel account management experience in the software industry. • Strong experience in Cybersecurity Industry • Experience developing strategic plans with the partner to grow the business. • Partners effectively with others in the account to ensure coordinated efficient account management. • Thorough understanding of pipeline management discipline and ability to explain benefits to partners/other sales teams members. • Exercises independent judgment methods, techniques, and evaluation criteria for obtaining results • Excellent communication skills: you are articulate, straightforward, thoughtful, and consistent • Strong presentation skills with the ability to articulate complex concepts to cross-functional audiences. • Strong attention to detail, with strong analytical problem-solving ability • A natural inclination for building and fostering relationships with clients and project teams • A team player – you’re at your best in a closely collaborative environment • Ability to maintain multiple deadlines, with various stakeholders while delivering consistent results. • Strong business acumen with a demonstrated track record of driving results. • Fluent in English and Chinese language and fluency in Japanese/Korean language is a bonus
Responsibilities
• Channel Sales Execution & Revenue Ownership • Own and deliver an assigned channel revenue quota, including partner-sourced and partner-influenced pipeline, bookings, and forecast accuracy. • Work directly with partners to identify, qualify, and progress opportunities from early-stage pipeline through deal closure. • Drive joint sales execution, including opportunity qualification, deal strategy, account planning, and close plans in collaboration with Field Sales. • Actively participate in partner-led sales calls, customer meetings, and deal reviews, including face-to-face engagements with partners and end customers. • Manage and maintain a healthy, predictable partner pipeline, ensuring strong deal hygiene, timely updates, and accurate forecasting. • Partner Management & Enablement (Sales-Driven) • Develop and nurture strategic, revenue-focused relationships with resellers, distributors, Systems Integrators (SIs), and OEM partners. • Establish and execute joint business and account plans with partners that clearly define revenue targets, priority accounts, and sales plays. • Promote Delinea solutions as a core part of the partner’s go-to-market and services portfolio, enabling partners to confidently sell to end customers. • Identify capability gaps and drive targeted enablement tied directly to active deals and priority sales motions. • Provide clear business rationale and ROI justification for investments in partners (enablement, MDF, executive engagement). • Ecosystem Growth & Coverage • Recruit, onboard, and activate new revenue-capable partners aligned to regional and segment growth priorities. • Work closely with distributors to drive partner productivity, deal velocity, and pipeline conversion. • Align partner coverage to territories, customer segments, and vertical opportunities across North Asia. • Internal Alignment & Reporting • Serve as the primary channel interface to Field Sales, ensuring clarity on roles, deal ownership, and rules of engagement. • Coordinate internal resources (Sales Engineering, Marketing, Product, Leadership) to accelerate deal execution and close cycles. • Maintain accurate CRM data, pipeline reports, and partner performance metrics. • Provide regular updates on pipeline health, forecast risk, partner performance, and deal blockers.
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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