At a Glance
- Tasks: Lead the distribution strategy across EMEA and drive revenue growth through partnerships.
- Company: Join Delinea, a pioneer in identity security with a global impact.
- Benefits: Competitive salary, bonuses, healthcare, and excellent career progression.
- Other info: Dynamic work culture that values diversity, innovation, and collaboration.
- Why this job: Make a real difference in cybersecurity while working with innovative teams.
- Qualifications: 10+ years in channel or distribution sales, strong negotiation skills.
The predicted salary is between 80000 - 100000 £ per year.
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.
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
The manager, Distribution – EMEA is a senior commercial leader responsible for defining and executing Delinea’s distribution strategy across EMEA. This role will drive scalable indirect revenue growth through strategic distributor partnerships, reseller activation, and disciplined commercial performance management. The successful candidate will operate at both strategic and operational levels, aligning distribution strategy to aggressive regional growth targets.
What You’ll Do
- Define and execute a multi-year EMEA distribution strategy aligned to indirect revenue and pipeline objectives
- Own distributor performance across pipeline creation, revenue contribution, margin optimisation and reseller activation
- Drive distribution-attributed partner-initiated pipeline as a primary performance metric
- Establish clear performance scorecards and quarterly business reviews with distribution partners
- Design and implement scalable reseller enablement and activation frameworks
- Align distribution incentives and investment to regional quota priorities
- Partner closely with Strategic Partner Managers, Channel Sales Managers and Growth CAMs to accelerate partner velocity
- Lead commercial negotiations, rebate structures and contractual frameworks
- Monitor ROI of distribution programs and implement corrective actions where required
Impact
- Increase partner-initiated pipeline across all EMEA theatres
- Improve reseller productivity and time-to-first-deal
- Expand active reseller footprint in growth and emerging markets
- Enhance commercial efficiency and margin contribution
- Create a scalable, predictable distribution engine to support long-term growth
What You’ll Bring
- 10+ years experience in channel, distribution or indirect sales leadership roles within enterprise software or cybersecurity
- Proven track record of delivering scalable indirect revenue growth through distribution ecosystems
- Strong commercial negotiation expertise and financial acumen
- Experience operating across multi-country EMEA environments
- Ability to influence senior internal stakeholders and external partner executives
- Data-driven, performance-oriented leadership style
- Experience building structured partner enablement and activation programs
Core Competencies
- Strategic thinking and execution discipline
- Commercial negotiation and financial modelling capability
- Executive communication and stakeholder management
- Performance management and accountability
- Cross-functional collaboration
- High-growth mindset and resilience
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 behaviours 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.
Manager, Distribution — EMEA employer: Delinea
At Delinea, we pride ourselves on being a forward-thinking employer that champions innovation and collaboration. Our vibrant work culture fosters diversity and respect, while our commitment to employee growth is reflected in our comprehensive benefits package, including competitive salaries, healthcare, and retirement matching. Join us in EMEA to make a meaningful impact in the cybersecurity landscape, where your contributions will be valued and rewarded.
StudySmarter Expert Advice🤫
We think this is how you could land Manager, Distribution — EMEA
✨Tip Number 1
Network like a pro! Get out there and connect with people in the industry. Attend events, join online forums, and don’t be shy about reaching out on LinkedIn. You never know who might have the inside scoop on job openings!
✨Tip Number 2
Prepare for interviews by researching Delinea and its distribution strategy. Understand their products and how they fit into the market. This will help you speak confidently about how you can contribute to their goals.
✨Tip Number 3
Practice your pitch! Be ready to explain how your experience aligns with the role of Manager, Distribution – EMEA. Highlight your successes in driving revenue growth and managing partnerships to show you’re the right fit.
✨Tip Number 4
Don’t forget to apply through our website! It’s the best way to ensure your application gets seen. Plus, it shows you’re genuinely interested in joining the Delinea team and making a difference in identity security.
We think you need these skills to ace Manager, Distribution — EMEA
Some tips for your application 🫡
Tailor Your Application:Make sure to customise your CV and cover letter for the Manager, Distribution role. Highlight your experience in channel and distribution strategies, and how you've driven revenue growth in previous positions. We want to see how you align with our mission at Delinea!
Showcase Your Achievements:Don’t just list your responsibilities; showcase your achievements! Use metrics and specific examples to demonstrate how you've improved partner performance or increased revenue. This will help us see the impact you've made in your past roles.
Be Authentic:Let your personality shine through in your application. We value authenticity and want to get a sense of who you are beyond your professional experience. Share your passion for cybersecurity and how you can contribute to our team culture at Delinea.
Apply Through Our Website:We encourage you to apply directly through our website. It’s the best way for us to receive your application and ensures you’re considered for the role. Plus, it shows your enthusiasm for joining our team at Delinea!
How to prepare for a job interview at Delinea
✨Know Your Stuff
Before the interview, dive deep into Delinea's products and services, especially their Identity Security Platform. Understand how it leverages AI and what makes it unique in the market. This knowledge will help you answer questions confidently and show your genuine interest in the role.
✨Showcase Your Experience
Prepare specific examples from your past roles that demonstrate your success in channel and distribution management. Highlight instances where you've driven revenue growth or improved partner performance, as these are key aspects of the Manager, Distribution role.
✨Be Data-Driven
Since the role requires a data-driven approach, be ready to discuss how you've used metrics to inform your decisions in previous positions. Bring examples of performance scorecards or business reviews you've implemented, as this aligns with Delinea's focus on accountability and performance management.
✨Align with Core Values
Familiarise yourself with Delinea's core values: Spirited, Trust, Respect, Ownership, Nimble, and Global. Think about how your personal values align with these and be prepared to share examples that reflect these principles during your interview.
