Lead Channel Sales Manager

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.

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 two-tier execution, pipeline hygiene and operational support behind the focus partner motion.

• Leverage distributor capacity for partner enablement logistics, recruitment of long-tail partners, and demand-gen support — without distribution becoming the primary axis of the role.

Pipeline, forecasting and operational excellence

• Maintain accurate, current Salesforce hygiene for all France partner activity — deal registration, sourced / influenced flags, partner mapping and stage progression.

• Deliver a weekly partner-sourced pipeline forecast and contribute to the EMEA channel forecast cadence.

• Use MDF and partner incentive structures to accelerate in-quarter close, in line with EMEA channel programme guidelines.

Marketing and partner experience

• Co-build joint marketing plans with focus partners and the EMEA channel marketing team — events, webinars, demand-gen campaigns, vertical plays.

• Represent Delinea at French partner events and the annual Delinea Unlocked TechFest, hosting partners and showcasing the platform.

Who you are;

• Significant channel sales experience (typically 7+ years) in enterprise software / cybersecurity, with at least 3 years carrying a partner number in France.

• Track record of running deep, named-partner relationships at scale — building business plans with strategic partners, owning a number through them, and managing them at sales-leadership level.

• Strong commercial acumen: ability to build a sub-regional business plan, forecast a number, and operate Salesforce-driven pipeline disciplines.

• Experience operating in a two-tier model and working effectively alongside distribution, even where distribution is not the primary axis of the role.

• Credibility with partner C-suite and sales leadership; comfortable hosting QBRs and presenting to senior internal and partner audiences.

• Native or business-fluent French and professional English.

• Based in France with right to work; willingness to travel approximately 50% within territory.

Bonus if you have;

• Background in Identity Security, PAM, IGA, IAM, secrets management or adjacent cybersecurity domains (e.g. CyberArk, BeyondTrust, SailPoint, Okta, One Identity, HashiCorp ecosystem).

• Experience working with MSSPs and / or modern, services-led security partners as strategic, named relationships.

• Familiarity with regulated sector buying cycles in France (financial services / DORA, public sector / ANSSI, NIS2-driven programmes).

• Experience working on partner co-sell pods or named-account orchestration with direct sales teams.

• Comfortable operating in a fast-moving, post-acquisition environment with evolving GTM priorities.

Why work at Delinea?

• We're passionate problem-solvers helping the world's largest organizations protect what matters most: their human and machine identities.

• 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 and guide our behaviors and success:

• Spirited - We bring energy and passion to everything we do

• Trust - We act with integrity and deliver on our commitments

• Respect - We listen, value different perspectives, and work as one team

• Ownership - We take initiative and follow through

• Nimble - We adapt quickly in a fast-changing environment

• Global - We embrace diverse people and ideas to drive better outcomes

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 bonus program, and excellent benefits, including healthcare insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, time off plans, and paid company holidays.

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.