Director, Distribution — EMEA

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.

Summary:

The Director, 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 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.