Position SummaryThe 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 & AccountabilitiesPartner 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.
