Global Head of MSP Partner Program

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.

Position Summary:

We are seeking an experienced and strategic Global Head of MSP Partner Program to build, launch, and scale a world-class partner program tailored for Managed Service Providers (MSPs). This role is responsible for the end-to-end development of the MSP program, from strategy and value proposition to operational execution and global partner engagement.

As a key leader within the Channel & Alliances organization, you will work cross-functionally with Product, Operations, Finance, Marketing, Sales, and Customer Success to define our MSP go-to-market model, establish scalable program frameworks, and drive incremental revenue through a differentiated partner experience.

What You'll Do:

• Design and launch a comprehensive global MSP partner program, including tiering, benefits, enablement, incentives, and support structures.

• Define and articulate a compelling MSP value proposition aligned with company growth objectives.

• Establish programmatic models for onboarding, co-selling, billing integration, support escalation, and joint customer success.

• Identify and recruit high-potential MSPs globally, with a focus on scalable, strategic partnerships.

• Develop partner segmentation and targeting strategy by region, size, vertical, or service capability.

• Establish a consistent pipeline generation and sales motion with MSP partners.

• Define and oversee KPIs to measure MSP partner performance, program adoption, and revenue impact.

• Collaborate with finance, legal, and operations to implement deal registration, partner pricing, SLAs, and contractual frameworks tailored to MSPs.

• Coordinate internally to ensure MSPs receive appropriate enablement, technical training, and go-to-market support.

• Act as the internal champion for the MSP channel, collaborating closely with Product, Sales, Marketing, and Customer Success to align priorities and deliverables.

• Provide thought leadership on emerging trends in the MSP space, evolving partner business models, and customer buying behavior.

• Present program progress and metrics to senior leadership and executive stakeholders.

What You'll Bring:

• 10+ years in partner/channel leadership roles, with at least 3–5 years specifically focused on MSP or recurring revenue-based partner models.

• Proven experience building partner programs from the ground up—including designing structure, governance, and go-to-market strategies.

• Strong understanding of the MSP business model, including service delivery, pricing, customer acquisition, and operations.

• Track record of building global partner ecosystems and driving material revenue impact through indirect channels.

• Excellent cross-functional collaboration, stakeholder management, and executive communication skills.

• Experience with PRM, CRM, partner marketplaces, and co-sell platforms preferred.

Bonus if you Have:

• Experience in cybersecurity, SaaS, cloud infrastructure, or IT services.

• Ability to balance strategic planning with hands-on execution.

• Entrepreneurial mindset with a strong bias for action.

• Comfortable working in a high-growth, matrixed, global organization.

Delinea Culture & Benefits:

Why work at Delinea?

• We’re passionate problem-solvers doing our part to make the world a safer place.

• 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—Spirited – Trust – Respect – Ownership – Nimble – Global – and guide our behaviors and success. 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 equity and bonus program, and excellent benefits, including a full suite of medical, dental, and vision insurance, as well as pension/retirement matching, comprehensive life insurance, an employee assistance program, generous discretionary time off (DTO), and paid company holidays. We support all families with paid leave for new birth, adoption, surrogacy, or foster-to-adopt primary caregivers.

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.