Lead Channel Sales Manager

About this role

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 http://Delinea.com, LinkedIn https://nam12.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.linkedin.com%2Fcompany%2Fdelinea%2F&data=05%7C02%7CMichele.Eaton%40delinea.com%7C766420d58b9a492d94ca08ddd6949f59%7C18d6ed03f0e5486183d2bb7b6c7c2bb2%7C0%7C0%7C638902656186877399%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=b1LCPIWSjxvblUYLlabUnRZ43S8rcspTQcBZsz0UbmU%3D&reserved=0, X https://nam12.safelinks.protection.outlook.com/?url=https%3A%2F%2Fx.com%2Fdelineainc&data=05%7C02%7CMichele.Eaton%40delinea.com%7C766420d58b9a492d94ca08ddd6949f59%7C18d6ed03f0e5486183d2bb7b6c7c2bb2%7C0%7C0%7C638902656186902236%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=goZhva9hWR8F0P5pO6SQUEwigdbvbZiWqmw5%2BHhhf1A%3D&reserved=0, and YouTube https://nam12.safelinks.protection.outlook.com/?url=https%3A%2F%2Fwww.youtube.com%2F%40Delinea&data=05%7C02%7CMichele.Eaton%40delinea.com%7C766420d58b9a492d94ca08ddd6949f59%7C18d6ed03f0e5486183d2bb7b6c7c2bb2%7C0%7C0%7C638902656186928751%7CUnknown%7CTWFpbGZsb3d8eyJFbXB0eU1hcGkiOnRydWUsIlYiOiIwLjAuMDAwMCIsIlAiOiJXaW4zMiIsIkFOIjoiTWFpbCIsIldUIjoyfQ%3D%3D%7C0%7C%7C%7C&sdata=uXgjuXTFu4kHWBJZ1XdNWN88Mrk5iT9Y24Ejw8fFBi8%3D&reserved=0.

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.

Summary:

France is one of the most strategically important sub-regions in our EMEA channel plan. Privileged Access Management adoption in France is being accelerated by NIS2, DORA, ANSSI guidance and large-scale identity modernization programmes across regulated sectors (financial services, public sector, healthcare, defence, industrial and CAC 40 enterprise accounts).

We are looking for a senior, commercially driven Channel Sales Manager to own and grow Delinea’s focus / strategic partner relationships in France. This is a depth role, not a breadth role — the primary mandate is to drive partner-sourced and partner-influenced bookings through a defined set of named partners, and to scale the certified seller, SE and services capacity inside those partners. Distribution and broader ecosystem activity exist to enable that core motion.

What you'll do;

• Own the relationship end-to-end with Delinea’s focus / strategic partners in France — VARs, MSSPs and identity-led SIs — operating as the primary point of contact across partner sales, pre-sales, services and leadership.

• Carry a number for partner-sourced and partner-influenced bookings, deal registration, pipeline coverage and certified resources within the named partner set.

• Build, maintain and present a France focus partner business plan, refreshed each quarter, aligned to the EMEA VSEM strategy and the FY26 channel pillars (Growth Engine, Program, Distribution, Modern Channel, Enablement, People).

• Run quarterly business reviews with each focus partner, with clear scorecards on pipeline, revenue, certified headcount, services capacity and joint marketing execution.

• Drive partner-led pipeline generation through structured demand-gen plans, account mapping sessions, and joint go-to-market plays — particularly in CyberArk displacement and platform consolidation opportunities.

• Be a credible, articulate face of Delinea to French partners — trusted, commercial, and respected by partner leadership.

Co-sell with the direct sales organization

• Partner closely with the France direct sales team (Account Executives, Sales Engineers and regional leadership) to align focus partners to named accounts and drive co-sell motions.

• Operate as the single channel point of contact for the France sales leadership, ensuring the right partner is positioned correctly on every relevant opportunity.

• Lead pod-based co-sell motions between Delinea sellers, partner sellers and partner SEs on strategic accounts.

Partner enablement, activation and selective recruitment

• Drive enablement plans (sales, pre-sales, services) inside each focus partner, ensuring certified seller and SE coverage at the level required to support pipeline ambition.

• Activate partners on the combined Delinea + StrongDM platform story, leveraging EMEA-wide enablement assets (Better Together content, Sentinels programme, vertical activation frameworks).

• Where there is a clear capability or coverage gap in the focus partner set, identify and recruit additional strategic partners in line with the FY26 Modern Channel strategy — selective, deliberate, and quality-led rather than volume-led.

Distribution as enabler

• Work with the EMEA Distribution Manager and our French distributor(s) to ensure clean…