Principal, Global Partner Process Architect

Delinea; United States; On-site; USD 140,000 - 190,000; Full time

Benefits offered by this job

Competitive salary

Bonus program

Healthcare benefits

Pension matching

Life insurance

Employee assistance program

Paid holidays

Job summary

Delinea seeks a Principal, Global Partner Process Architect to own the partner experience end-to-end. You will lead portal configuration, teaming, deal registration, lead flow, and MDF processes, reporting to Sales Processes and collaborating with the Partner Ecosystem team.

You will drive an automation/AI roadmap, define KPIs, and partner with IT on requirements, UAT, and releases. This role requires 6+ years in Partner/Sales Operations and a background in B2B SaaS or cybersecurity.

Qualifications

• 6+ years in Partner Operations or Sales Operations owning partner-facing systems.
• Hands-on experience with PRM/partner portal platforms (Channelscaler preferred).
• Track record resolving process friction using qualitative and quantitative methods.
• Experience writing clear IT/development requirements and participating in UAT.
• Strong cross-functional collaboration with dual reporting to Sales Processes and Partner Ecosystem.
• Experience with channel/B2B SaaS or cybersecurity ecosystems preferred.
• Bachelor's degree required.

Responsibilities

• Own end-to-end configuration and continuous improvement of the partner portal and related processes.
• Own the teaming process, deal registration, lead flow, and MDF administration workflows.
• Build and maintain an automation/AI roadmap for partner processes.
• Define KPIs/SLAs for partner processes and monitor performance.
• Define requirements and participate in vendor evaluations for partner portal tech.
• Collaborate with IT on UAT and release validation for partner-facing changes.
• Partner with senior stakeholders to ensure alignment with program strategy.

Skills

Partner Operations

Channel Operations

Sales Operations

PRM / Partner Portals

Deal Registration Workflows

MDF Administration

UAT / Release Validation

Requirements Writing

Cross-Functional Collaboration

B2B SaaS / Cybersecurity

Education

Bachelor's degree

Tools

Channelscaler

PRM platforms

MDF tools

Job description

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.

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.

Position Summary

The Principal, Global Partner Process Architect owns every internal process that shapes the partner's experience transacting with Delinea. This role is the single accountable owner for the health, automation, and continuous improvement of partner portal configuration, teaming, deal registration, partner lead flow, and MDF administration — reporting directly through the Sales Processes organization while working in close daily partnership with the broader Partner Ecosystem team.

This role exists to deliver a world-class partner transacting experience. The Partner GPO owns process design, automation and AI roadmap, vendor requirements, and IT requirements for every partner-facing transactional process, and is the point of accountability when partner processes create friction, delay, or risk in the deal lifecycle.

Key Responsibilities & Accountabilities

Partner Portal & Process Ownership

• Own end-to-end configuration and continuous improvement of the partner portal, ensuring it reflects current process, policy, and program requirements.
• Own the teaming process, ensuring clear, fast, and fair rules of engagement between partners and internal sales teams.
• Own the deal registration process, including submission workflows, approval SLAs, conflict resolution, and audit trail integrity.
• Own partner lead flow processes, ensuring leads are routed, tracked, and actioned promptly and transparently.
• Own MDF (Market Development Fund) administration processes, ensuring accurate tracking, approvals, and reconciliation.

Process Health, Automation & AI Roadmap

• Continuously identify friction points in the partner transactional experience through direct partner feedback, internal stakeholder input, and process data.
• Build and maintain a rolling automation/AI roadmap for partner processes, prioritized by partner and business impact.
• Define and track KPIs/SLAs for each partner process (e.g., deal reg turnaround time, lead routing accuracy, MDF approval cycle time).

Vendor & IT Requirements

• Define requirements and participate in vendor evaluations for partner portal/PRM technology and related tooling.
• Translate partner process needs into clear, prioritized requirements for internal IT/Business Systems teams.
• Partner with IT on UAT and release validation for partner-facing system changes.

Cross-Functional Partnership

• Work closely with the Director of Partner Operations, VP of Partner Experience, and SVP of Partner Ecosystem to ensure process design reflects partner program strategy and commitments.
• Partner with the Director of Sales Processes and fellow GPOs to ensure partner processes integrate cleanly with CPQ, prospecting, and order management workflows.
• Represent the voice of the partner in cross-functional planning and prioritization discussions.

Qualifications

• 6+ years in Partner Operations, Channel Operations, or Sales Operations, with direct experience owning partner-facing systems or processes.
• Hands‑on experience with PRM/partner portal platforms (Channelscaler preferred), deal registration workflows, and MDF administration tools.
• Track record identifying and resolving process friction using both qualitative (partner/field feedback) and quantitative (process data) methods.
• Experience writing clear requirements for IT/development teams and participating in UAT and release validation.
• Strong cross‑functional collaboration skills; comfortable operating with a dual reporting relationship across Sales Processes and Partner Ecosystem stakeholders.
• Experience with channel/partner ecosystems in a B2B SaaS or cybersecurity environment strongly preferred.
• Bachelor's degree required.

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

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.