[Hiring] Director, Routes-to-Market Alliances @Delinea

Role Description

Delinea is looking for a Director, Routes-to-Market to own the strategy and execution of revenue growth across three of our highest-leverage indirect motions in the Americas: distribution, marketplaces, and commercial segment focused partners. A core part of the mandate is making these motions frictionless to transact — driving the automation of the partner quote-to-cash process so that growth is not gated by manual handling.

What You Will Own

• Distribution
  • Build and run a distribution-managed partner strategy that drives growth through Delinea's unmanaged partner base.
  • Define which partner segments are best served by a distribution-managed model.
  • Partner with distributors to stand up dedicated recruitment, enablement, and demand generation motions.
  • Negotiate and structure distribution programs, incentives, rebates, and margin models.
  • Establish coverage, activation, and productivity targets for distribution-managed partners.
  • Direct measurable growth in partner activation rate, repeat transaction rate, and revenue per partner.
  • Champion automated quoting and ordering with distribution.
• Cloud Marketplaces
  • Own marketplace as an Americas GTM co-sell route to market.
  • Build the co-sell strategy and operating cadence with cloud provider field sales teams.
  • Partner with marketing on marketplace listings, private offers, and joint demand generation.
  • Report on co-sell sourced and co-sell influenced pipeline and revenue.
• Commercial Partner Sales
  • Direct and lead the commercial partner sales strategy.
  • Direct the day-to-day responsibilities of the commercial partner sales manager.
• Quote-to-Cash Automation
  • Work cross-functionally to ensure automation of the partner quote-to-cash process end to end.
  • Map the current partner quote-to-cash process across distribution, marketplace, and MSP motions.
  • Build and prioritize the automation roadmap with various departments.
  • Drive automation of deal registration and CPQ for partner-sourced transactions.
  • Push toward touchless order processing for high-volume, low-complexity partner transactions.
  • Automate renewals and true-up quoting for the partner-managed base.
  • Define and track quote-to-cash performance metrics.
  • Represent the partner and distributor experience in systems and process design decisions.
• Cross-Functional Leadership
  • Build the business case, financial model, and investment plan for each route to market.
  • Partner closely with various departments to remove friction and operationalize each motion.
  • Serve as the routes-to-market voice in quote-to-cash system and process initiatives.
  • Define the reporting framework, KPIs, and forecasting approach for routes-to-market performance.
  • Influence across internal teams and partner organizations.

Qualifications

• 8+ years in channel, alliances, partner sales, sales, or routes-to-market roles in enterprise software, SaaS, or cybersecurity.
• 5+ years’ experience leading a team.
• Demonstrated ownership of a revenue number delivered through indirect routes.
• Direct, hands-on experience with distribution and cloud marketplaces.
• Experience designing partner programs, incentive structures, and go-to-market models.
• Working knowledge of the quote-to-cash process.
• Strong commercial and analytical skills.
• Excellent executive communication and relationship-building skills.

Preferred

• Experience in identity security, privileged access management, or an adjacent cybersecurity domain.
• Working knowledge of hyperscaler co-sell programs and marketplace mechanics.
• Familiarity with two-tier distribution economics in North America and Latin America.
• Hands-on familiarity with CRM, CPQ, PRM, subscription billing, or marketplace integration platforms.
• Experience with EDI or API-based ordering integrations with distributors.
• Prior experience scaling a function from individual contributor into a managed team.
• Bachelor's degree or equivalent practical experience.

Benefits

• Competitive salaries.
• Meaningful bonus program.
• Excellent benefits, including healthcare insurance.
• Pension/retirement matching.
• Comprehensive life insurance.
• Employee assistance program.
• Time off plans and paid company holidays.