Channel Sales Account Executive

Sectigo is an innovative provider of certificate lifecycle management solutions. They are seeking a Channel Sales Account Executive responsible for recruiting, developing, and growing global channel partnerships, driving sales strategies, and collaborating with various teams to achieve revenue growth.

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
• Ability to communicate effectively in English, both orally and in writing
• Proven Sales Achievements as a 'Hunter.'
• Direct sales experience a plus
• 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