Sectigo is a growing global team seeking a talented Channel Sales Account Executive. The role involves managing channel partnerships, driving sales strategies, and achieving revenue goals through collaboration with partners and internal teams.
Responsibilities:
- Manage activity to support quarterly growth in deal registration and pipeline development and responsibility for all partner forecast within territory
- Achievement of quarterly and annual goals by driving revenue and market share goals
- Support the Emerging Markets Sales Organization to build & execute Channel and Enterprise Business strategies
- Create engagement and business objectives for focused partner accounts
- Design, plan, and execute effective marketing and promotional campaigns with key channel partners Build long-term & successful partnerships through training & enablement, coaching of Channel Partners sales resources
- Establish strong relationships both individual and organizational with channel partners
- Engage channel partners for quarterly/annual business planning and execution
- Build, manage and maintain a healthy sales pipeline by understanding market opportunities, the needs of re-sellers and customers to drive revenue growth
- Lead regular business planning efforts to align Partner and Sectigo go-to-market engagement and business planning
- Collaborate with the Product/Channel Marketing and Product Management to effectively promote products to re-sellers and customers, ensuring product/brand positioning, features and pricing are appropriately addressing market needs
- Recruit new partners to fill the gaps in coverage and penetration for the program
- Collaborate with large Global SI Partners to define and execute on strategy to penetrate new markets for Enterprise PKI and IOT opportunities
- Perform wide range of customer selling activities, including sales presentations, product demonstrations/training, etc
- Work closely with Channel Partners to close critical, complex, strategically, or tactically important Enterprise deals with high visibility
- Provide timely and accurate reports and documentation of operations, including periodic corporate development forecasts and business summaries
- Collaborate with the Sales Teams to develop existing and new Global SI partnerships
- Help drive the creation of all related program materials required for successful sales enablement for the new channels
- Negotiate with customers and partners to complete terms, conditions, considerations, and pricing
- Recruit, onboarding and developing partners to lead and deliver the implementation of Sectigo solutions, to establish extended services and support partnerships
- Work with field sales, corporate and partners directly to ensure enablement that creates partner confidence in delivering the value of Sectigo solutions
- Manage the delivery and certification of authorized training, professional services, and front-line support programs
- Additional tasks associated with this position may be assigned in response to company initiatives and business needs
Requirements:
- Bachelor's degree in business, or related field is strongly recommended
- Minimum of 3+ years of channel management experience is required
- Proven track record in exceeding sales quotas and targets working with channel partners is required
- Must be able to travel more than 50% of the time to the assigned regions and/or territories
- Proven Sales Achievements as a 'Hunter.'
- Ability to present value and negotiate deals with decision makers across sales, internal and partner teams
- Direct sales experience a plus
- This individual should have strong sales acumen with a deep understanding of the channel sales model and some existing relationships
- Knowledge of the security industry and competitors is a plus as well as curiosity to learn about Sectigo portfolio
- Comfortable presenting effectively and persuasively in front of audiences, both technically and non-technically oriented
- Demonstrated experience in establishing and executing successful channel sales strategies and go-to-mark approaches
- Demonstrated success in quota achievement and increased sales growth with channel/customers year to year
- Relationship building skills at multiple levels within customer and partner channel organizations
- Experience in consultative and solution selling
- Broad understanding of the global markets, culture and customs
- Ability to communicate effectively in English, both orally and in writing