sales
Posted May 11Lead Channel Sales Manager
at Delinea
Home Office (france), FranceOn-site
Responsibilities
- 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.
- 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.
- 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.
- 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.
- 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;
- 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.
Requirements
- 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.
- 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).
- 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.
- 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.
- Upon conditional offer of employment, candidates are required to complete comprehensive criminal background check, verification of education, and verification of employment, per employment policy.
Experience
- experience (typically 7+ years) in enterprise software / cybersecurity, with at least 3 years carrying a partner number in France.
Benefits
- Based in France with right to work; willingness to travel approximately 50% within territory. Bonus if you have;
- 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.
Contact
- 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,
Additional details
- 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.
- 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.
- 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.
- Summary: France is one of the most strategically important sub-regions in our EMEA channel plan.
- 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;