Senior Channel Account Manager - Canada

About Delinea

Delinea is a pioneer in securing human and machine identities through intelligent, centralized authorization, empowering organizations to seamlessly govern their interactions across the modern enterprise. Leveraging AI-powered intelligence, Delinea’s leading cloud-native Identity Security Platform applies context throughout the entire identity lifecycle – across cloud and traditional infrastructure, data, SaaS applications, and AI. It is the only platform that enables you to discover all identities – including workforce, IT administrator, developers, and machines – assign appropriate access levels, detect irregularities, and respond to threats in real-time. With deployment in weeks, not months, 90% fewer resources to manage than the nearest competitor, and a 99.995% uptime, Delinea delivers robust security and operational efficiency without compromise. Learn more about Delinea on Delinea.com, LinkedIn, X, and YouTube.

Join our passionate, global team at Delinea and help us make the world a safer and more secure place. Our success is driven by world-class product leadership, outstanding engineers, and strategic investment from TPG. We value diversity, innovation, and a culture of respect and fairness. If you're ready to push boundaries and challenge the status quo in security, we want to hear from you.

Apply today to help us achieve our mission.

Senior Channel Account Manager Summary

As a Senior Channel Account Manager located in the GTA, you will serve as a main point of contact for named partner accounts across Canada and will work daily with the Delinea Canada Team and the Partnership stakeholders.

What You’ll Do

• Recruit, develop and nurture a strategic/mutually beneficial relationship with targeted partners and resellers, distributors, Systems Integrators (SIs) and/or Independent Software Vendors (ISVs) and their ecosystem partners across Canada to drive additional revenue with joint sales efforts
• Coordinate all company activities with the targeted partners, including education, marketing, executive briefings, business planning and client engagements.
• Actively engage company resources and senior executives to build strategic relationships with the targeted partners which ensures long-term business opportunities for Delinea.
• Establish and maintain account plans to promote sales growth.
• Achieve assigned quota for company products, services and software.
• Transactional and relationship selling within, and influencing, a team of selling professionals; physically visiting partner customers at their offices.
• Create, fill-in and manage company funnel for deals with targeted partners and transform potential leads into joint sales activities.
• Provide the business rationale and risk assessment for making company investments in the targeted partners.
  
  

What You’ll Bring

• 7-10 years of channel account management experience in the software industry in Canada.
• Experience developing strategic plans with partners to grow the business.
• Ability to collaborate 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 team members.
• 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 value propositions and complex concepts to cross-functional audiences.
• Attention to detail and strong analytical problem-solving ability.
• A natural inclination for building and fostering relationships with clients and project teams.
• A team player mindset – 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.
• Proficient with Salesforce, PowerBI.
• Ability to travel up to 50% as required.
  
  

Bonus If You Have

• Bachelor’s degree in Business, Science, Technology, Engineering, Math, or an additional 5 years of equivalent experience.
• Written/spoken French language competency.
  
  

Delinea Culture & Benefits

Why work at Delinea?

• We’re passionate problem-solvers doing our part to make the world a safer place.
• 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—Spirited – Trust – Respect – Ownership – Nimble – Global – and guide our behaviors and success. 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 equity and bonus program, and excellent benefits, including a full suite of medical, dental, and vision insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, generous discretionary time off (DTO), and paid company holidays. We support all families with paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers.

Delinea is an Equal Opportunity and Affirmative Action employer and prohibits discrimination and harassment of any type with regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.

Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy. In addition, all publicly posted social media sites may be reviewed.