Channel Sales Account Executive

Company Description

At Sectigo, we align around our mission and pride ourselves in helping thousands of customers sleep better at night.

Sectigo is a leading provider of digital identity and cybersecurity solutions, offering a comprehensive suite of products to protect online transactions and communications. Our mission is to secure the digital landscape for enterprises worldwide.

“When people think Online trust management, they think Sectigo because we offer our customers unparalleled peace of mind.”

How we show up with each other and our customers every day is just as important, and we win as #OneSectigo by living out our core values - Support, Excellence, Collaboration, Teamwork, Integrity, Growth and Openness. We are committed to investing in our diverse teams where everyone understands their role and how they support our strategic goals, we drive operational excellence through scale and efficiency, and we strive to delight our customers and become the market leader in our industry. If you aspire to join a driven team that holds each other accountable to meeting our lofty goals and you’d like to be part of our growth story in delivering a market leading user experience, we’d like to talk to you.

Job Description

We are looking for an Channel Sales Account Executive to join our growing global team at Sectigo.

The Channel Sales Account Executive is responsible for the recruitment, development, and growth of key target global channel partnerships. The individual participates in the strategy and planning and drives the execution of the overall sales strategy and growth with global channel partners for our Enterprise PKI and IOT business.

This is a full-time and remote position based in the U.S., unless the individaul is within 35 miles from a Sectigo office to work in a hyrbid environment (3 days in the office).  

Here are the core functions, responsibilities, and expectations for this role: 

• 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.   
• Other duties as assigned and related to the nature of this role and company initiatives. 

Other duties as assigned and related to the nature of this role and company initiatives. 

Qualifications

Education:

• Bachelor's degree and/or equivalent work experience is strongly recommended.  

Experience:

• Minimum of 3+ years of channel management experience  
• Proven track record in exceeding sales quotas and targets working with channel partners.  

Ability and availability to travel:    

• Must be able to travel more than 50% of the time to the assigned regions and/or territories.  

Ideal Candidate Profiles, Talents, and Desired Qualifications:

1. Cybersecurity and Device Management with Automation and Orchestration Skills: 

• Experience with tools and technologies that support automated certificate lifecycle management, including integration with IAM and IGA platforms, is preferred. 
• Familiarity with automation platforms and practices that streamline device management tasks, especially in environments with complex security needs.

2. Sales Experience & Execution:

• Consultative Sales Approach: Apply a consultative, solution-based sales strategy, deeply understanding customer needs and effectively positioning Sectigo’s products to address cybersecurity and device management challenges. 
• Product Knowledge & Technical Engagement: Leverage in-depth technical knowledge of cybersecurity, IAM, and endpoint management products to engage with technical decision-makers on the customer side. 
• Strategic Vision & Market Awareness: Align sales efforts with Sectigo’s long-term objectives, staying ahead of market trends and continuously adapting strategies to meet evolving customer needs and competitive pressures.

3. Collaboration & Communication 

• Cross-functional Collaboration: Work closely with product, marketing, and engineering teams to ensure product offerings align with customer needs and market demands. 
• Strong Communication Skills: Demonstrate exceptional communication abilities, simplifying complex technical concepts for both customers and internal stakeholders. 
• Customer Relationship Building: Develop long-lasting relationships with customers, fostering trust and ensuring satisfaction while meeting sales targets.

4. Personal Attributes 

• Team-Oriented: Strong collaborator with the ability to thrive in an overlay role, influencing teams across the organization without direct authority. 
• Results-Driven: Self-motivated with a focus on achieving and exceeding sales goals, demonstrating perseverance and resilience in the face of challenges. 
• Adaptable & Agile: Ability to quickly adjust to new products, market conditions, and customer needs, working effectively in a fast-paced environment. 
• Athlete’s mentality: individuals with a background in competitive team environments are strongly encouraged, as they tend to possess the resilience, adaptability, and teamwork skills that contribute to high sales performance.
• Highly motivated “hunter” mentality with exceptional processing skills for prospecting, cold calling, identifying potential leads, overcoming objections, maintaining high margins, and closing deals. 
• Proven track record of consistent quota over-achievement and successfully engaging customer primes. 
• Enterprise experience with Fortune 500s + companies. 
• Strong relationship-building skills, particularly with channel partners and C-level executives. 
• Customer-focused mindset with excellent interpersonal, organizational, and communication skills (written and verbal). 
• Proactive, resourceful, and comfortable in dynamic, process-building environments. 
• High energy, driven, and goal-oriented with the ability to thrive in a fast-paced environment. 
• Willingness to travel more than 50% within the territory or region as needed. 
• Ability to deliver a strong sales presentation.        

Additional Information

All your information will be kept confidential according to EEO guidelines.

Global team. Global reach. Global impact.

At Sectigo, we believe doing good is good business. Our strength and our success come from our team of passionate, engaged individuals who make a difference, both locally and globally. Our commitment to engagement is rooted in an unconditionally inclusive workforce, embodying our unique perspectives, heritages, and backgrounds, all as diverse as the experiences of each Sectigo employee. Importantly, we strive to be recognized not only as the CLM leader but also for our intentional efforts to promote employees into the roles that most challenge and excite them, into experiences that allow them to grow their interests as we grow the business. We are committed to bringing a little bit of fun and a whole lot of happiness into everything we do so that our work – and our team members – reflect the positive outcomes we deliver to our customers every day.