Senior Channels Sales manager

As a Channel Account Manager, you will be a front-line channel sales manager within the Delinea Global Channels & Alliances team. Reporting to the APAC Channel Director, this role is responsible for driving partner-led and partner-influenced revenue across Australia and New Zealand by working directly with channel partners to source, progress, and close sales opportunities.

Responsibilities

Drive partner-led and partner-influenced revenue across Australia and New Zealand by working directly with channel partners to source, progress, and close sales opportunities; 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; 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; 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; 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 Australia and New Zealand; Serve as the primary channel interface to Field Sales; Coordinate internal resources 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

Requirements

8+ years of experience in channel account management or indirect sales within the software industry; Proven track record of achieving or exceeding channel revenue and pipeline targets; Strong experience co-selling with direct sales teams and driving deals to closure through partners; Demonstrated ability to build, manage, and forecast a partner pipeline with discipline and accuracy; Strong sales acumen, including opportunity qualification, deal progression, and closing complex B2B opportunities; Ability to influence without authority and hold partners accountable for sales outcomes; Excellent business judgment and prioritization skills in a fast-paced, multi-country environment; Comfortable engaging at both executive and field levels with partners and customers; Clear, confident communicator with strong presentation and negotiation skills; Able to articulate complex technical and commercial concepts to partners and customers; Highly collaborative, with the ability to work cross-functionally while maintaining ownership and urgency; Strong understanding of the Australia and New Zealand markets dynamics, partner ecosystems, and buying behaviors

Nice to have

Ideally in cybersecurity

Benefits

Competitive salaries; Meaningful bonus program; Excellent benefits; Healthcare insurance; Pension/retirement matching; Comprehensive life insurance; Employee assistance program; Time off plans; Paid company holidays; Meaningful work; Culture of innovation; Great career progression