About the 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 , 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. Partner Sales Manager, Latin America Position Summary As Partner Sales Manager, Latin America, you will play a key role on Delinea’s Global Partner Organization team, acting as the quarterback of your partner portfolio. You will develop and nurture strategic, mutually beneficial relationships with a targeted set of regional partners, ranging from resellers, distributors, Systems Integrators (SIs) and technology partners to drive partner-sourced and partner-influenced revenue through joint sales efforts. You will own joint go-to-market planning, partner enablement, and performance management, coordinating all company activities with your partners including education, marketing, executive briefings, business planning and client engagements. What You’ll Do: Revenue growth through partners — Own partner-sourced/influenced pipeline and bookings targets. Enablement & training — Deliver technical and sales training, and guide partners on monetization, business models, differentiation, and where to invest to grow and specialize their practice. Relationship management — Act as the trusted advisor and escalation point for partners, orchestrating and motivating a partner ecosystem rather than managing relationships one at a time. Joint go-to-market planning — Build co-selling and co-marketing plans with partners, including MDF allocation, joint webinars, and demand-gen campaigns targeting IT/security buyers. Performance tracking & QBRs — Monitor partner pipeline, win rates, and renewal/expansion revenue; run quarterly business reviews to align on growth plans. Actively engage company resources and senior executives to build strategic relationships with the partner which ensures long-term business opportunities for company. Promote company offerings to become a key part of the partner's business and solutions; may be brought by partner to sell company brand to end-customers. Achieve assigned quota for company products, services and software. Create, fill-in, and manage company funnel for deals with partners and transform potential leads into joint sales activities. Provide the business rationale and risk assessment for making company investments in the partner. Recruit and develop business relationships with new partners. What You’ll Bring: Minimum 10 years of partner sales experience in the software industry. Experience developing outcome-based strategic plans with the partner to grow the business. Ability to partne effectively with others in the account to ensure coordinated efficient account management. Thorough understanding of pipeline management discipline and ability to explain