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.
Position Summary
The Principal, Global Partner Process Architect owns every internal process that shapes the partner's experience transacting with Delinea. This role is the single accountable owner for the health, automation, and continuous improvement of partner portal configuration, teaming, deal registration, partner lead flow, and MDF administration — reporting directly through the Sales Processes organization while working in close daily partnership with the broader Partner Ecosystem team.
This role exists to deliver a world-class partner transacting experience. The Partner GPO owns process design, automation and AI roadmap, vendor requirements, and IT requirements for every partner-facing transactional process, and is the point of accountability when partner processes create friction, delay, or risk in the deal lifecycle.
Key Responsibilities & Accountabilities
Partner Portal & Process Ownership
Own end-to-end configuration and continuous improvement of the partner portal, ensuring it reflects current process, policy, and program requirements.
Own the teaming process, ensuring clear, fast, and fair rules of engagement between partners and internal sales teams.
Own the deal registration process, including submission workflows, approval SLAs, conflict resolution, and audit trail integrity.
Own partner lead flow processes, ensuring leads are routed, tracked, and actioned promptly and transparently.
Own MDF (Market Development Fund) administration processes, ensuring accurate tracking, approvals, and reconciliation.
Process Health, Automation & AI Roadmap
Continuously identify friction points in the partner transactional experience through direct partner feedback, internal stakeholder input, and process data.
Build and maintain a rolling automation/AI roadmap for partner processes, prioritized by partner and business impact.
Define and track KPIs/SLAs for each partner process (e.g., deal reg turnaround time, lead routing accuracy, MDF approval cycle time).
Vendor & IT Requirements
Define requirements and participate in vendor evaluations for partner portal/PRM technology and related tooling.
Translate partner process needs into clear, prioritized requirements for internal IT/Business Systems teams.
Partner with IT on UAT and release validation for partner-facing system changes.
Cross-Functional Partnership
Work closely with the Director of Partner Operations, VP of Partner Experience, and SVP of Partner Ecosystem to ensure process design reflects partner program strategy and commitments.
Partner with the Director of Sales Processes and fellow GPOs to ensure partner processes integrate cleanly with CPQ, prospecting, and order management workflows.
Represent the voice of the partner in cross-functional planning and prioritization discussions.
Qualifications
6+ years in Partner Operations, Channel Operations, or Sales Operations, with direct experience owning partner-facing systems or processes.
Hands-on experience with PRM/partner portal platforms (Channelscaler preferred), deal registration workflows, and MDF administration tools.
Track record identifying and resolving process friction using both qualitative (partner/field feedback) and quantitative (process data) methods.
Experience writing clear requirements for IT/development teams and participating in UAT and release validation.
Strong cross-functional collaboration skills; comfortable operating with a dual reporting relationship across Sales Processes and Partner Ecosystem stakeholders.
Experience with channel/partner ecosystems in a B2B SaaS or cybersecurity environment strongly preferred.
Bachelor's degree required.
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.
Skills Required
- 6+ years in Partner Operations, Channel Operations, or Sales Operations
- Hands-on experience with PRM/partner portal platforms (Channelscaler preferred)
- Experience with deal registration workflows and MDF administration processes/tools
- Proven ability to identify and resolve process friction using qualitative and quantitative methods
- Experience writing clear requirements for IT/development teams and participating in UAT and release validation
- Strong cross-functional collaboration skills and ability to operate with dual reporting relationships
- Experience with channel/partner ecosystems in B2B SaaS or cybersecurity environments
- Bachelor's degree
Delinea Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Delinea and has not been reviewed or approved by Delinea.
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Healthcare Strength — Company materials highlight comprehensive medical, dental, vision, disability, HSA/FSA options, and an EAP as part of the core package. Feedback suggests health and protection coverage is a well-rounded pillar of total rewards.
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Leave & Time Off Breadth — The package includes discretionary/unlimited PTO alongside paid company holidays. Feedback suggests the breadth of time off is attractive, though real usage can depend on team norms.
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Parental & Family Support — Paid parental leave is defined for both primary and secondary caregivers. Feedback suggests these provisions are meaningful support for caregivers.
Delinea Insights
What We Do
Delinea is a leading provider of privileged access management (PAM) solutions that make security seamless for the modern, hybrid enterprise. Our solutions empower organizations to secure critical data, devices, code, and cloud infrastructure to help reduce risk, ensure compliance, and simplify security. Delinea removes complexity and defines the boundaries of access for thousands of customers worldwide, including over half of the Fortune 100. Our customers range from small businesses to the world's largest financial institutions, intelligence agencies, and critical infrastructure companies. As organizations continue their digital transformations and move to the cloud, they are faced with increasingly complex privileged access requirements for the expanded threatscape. But the opposite of complex isn’t simple – it’s seamless. At Delinea, we believe every user should be treated like a privileged user and wants seamless, secure access, even as administrators want privileged access controls without excess complexity. Our solutions put privileged access at the center of cybersecurity by defining the boundaries of access. With Delinea, privileged access is more accessible. Get to know our industry-leading privileged access management solutions: - Delinea Secret Server: Secure privileges for service, application, root, and administrator accounts across your enterprise with our enterprise-grade PAM solution. Available both on-premise or in the cloud. https://delinea.com/products/secret-server/ - Delinea Cloud Suite: A unified PAM platform for managing privileged access in multi-cloud infrastructure to seamlessly secure access and protect against identity-based cyberattacks. https://delinea.com/products/cloud-suite/ - Delinea Server Suite: Secure and comprehensive access control to on-premises infrastructure, centrally managed from Active Directory, minimizing risk across all Linux, UNIX, and Windows systems. https://delinea.com/products/server-suite
