[Hiring] Sr Director Regional Partner Sales @Delinea

Role Description

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.

Qualifications

• 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.

Benefits

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