Channel Partner Operations Manager

About the role

Delinea is a global security company focused on protecting human and machine identities through centralized authorization and AI-powered intelligence. The company operates a cloud-native Identity Security Platform that governs access across cloud infrastructure, traditional systems, data repositories, SaaS applications, and AI environments. This role sits within the channel partner organization and centers on building and refining the internal processes, policies, and tools that partner-facing teams rely on to execute their go-to-market activities. The Channel Partner Operations Manager will work closely with the Director of Partner Operations and other global stakeholders to drive cross-functional programs that support the company's next phase of growth. You will shape how partners interact with Delinea by improving systems, reporting structures, and business processes so that the sales organization can scale effectively.

Key facts

What you'll do

Develop and manage internal processes, policies, and tools that enable partner-facing teams to operate efficiently and go to market with consistency. Partner with partner business experience leaders to continuously improve the Partner Relationship Management platform and its underlying functionality. Build the operational scaffolding required to support the partner business at scale as the organization grows. Lead engagement with cross-functional stakeholders to ensure alignment across all partner-facing tools, messaging, and marketing assets. Design and maintain partner business metrics and reporting frameworks that provide visibility into partner performance and program effectiveness. Provide insights and business process recommendations for partner programs, partner sales policies, scorecards, and systemic improvements. Conduct analysis supporting deal and account management alongside compensation modeling across the partner sales organization. Contribute to the execution of vital cross-functional programs that propel the company's growth strategy forward. Use data analysis and Go-To-Market tools to derive actionable insights that enhance sales processes, particularly in the top and middle of the sales funnel. Foster scalable processes and operational excellence by crafting innovative ideas for process enhancement that drive revenue generation through partner channels. Support the onboarding and ongoing enablement of new channel partners to ensure smooth integration with Delinea's systems and processes. Monitor and report on partner program health by tracking key performance indicators and identifying trends that inform strategic decisions.

Requirements

Proven experience managing operational processes within a partner-facing, channel, or go-to-market organization. Strong analytical skills with the ability to interpret data and translate findings into actionable business recommendations. Demonstrated ability to build and maintain reporting frameworks, dashboards, or metrics systems that track partner performance. Experience working with Partner Relationship Management platforms or similar partner management tools. Excellent written and verbal communication skills for influencing change across local and global teams. Ability to manage multiple priorities and deliver consistent results in a fast-paced, growing organization. Familiarity with compensation modeling or sales incentive plan design within a partner or sales context. Experience collaborating with cross-functional teams including sales, marketing, finance, and product stakeholders.

Nice to have

Experience with deal and account management analysis in a channel or partner sales environment. Background in designing or improving partner business metrics and scorecards. Knowledge of Go-To-Market tools and platforms used to support partner operations. Exposure to cloud-native identity security or cybersecurity industry concepts. Experience working with distributed, global teams across multiple time zones. Familiarity with training and enablement programs for partner-facing sales teams.

Skills & tools

Partner Relationship Management platform administration, configuration, and ongoing optimization. Data analysis and reporting using spreadsheet applications and business intelligence tools. Go-To-Market tooling and platforms used to support partner sales operations. Compensation modeling, quota setting, and sales incentive plan frameworks. Cross-functional stakeholder management and clear business communication across teams. Process design, workflow mapping, and operational improvement methodologies.

Practical notes

This role is based in Mexico City and is a full-time position. The Channel Partner Operations Manager will report to the Director of Partner Operations and work closely with global stakeholders across multiple departments. The position involves regular collaboration with partner business experience leaders, sales teams, and other go-to-market functions. Candidates should expect to contribute to both strategic planning and hands-on execution of operational improvements. The company values diversity, innovation, and a culture of respect and fairness, and encourages applicants from a wide range of backgrounds to apply.

About the company

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.