Channel Sales Account Executive (South West Region)

Sectigo•Irvine, CA

12h•Remote

About The Position

Sectigo is seeking a talented Channel Sales Account Executive to join its growing global team. This role is responsible for recruiting, developing, and growing key target global channel partnerships. The individual will participate in strategy and planning and drive the execution of the overall sales strategy and growth with global channel partners for Sectigo's Enterprise PKI and IOT business. This is a full-time, remote position based in southern California. The target compensation package is between $170K and $200K+ OTE, with a 50/50 split between base salary and commissions.

Requirements

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.
Ability and availability to travel: 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.
Strong sales acumen with a deep understanding of the channel sales model.
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.
Ability to communicate effectively in English, both orally and in writing.

Nice To Haves

Direct sales experience a plus.
Some existing relationships in the channel sales model.
Knowledge of the security industry and competitors is a plus.
Curiosity to learn about Sectigo portfolio.
Comfortable presenting effectively and persuasively in front of audiences, both technically and non-technically oriented.
Broad understanding of the global markets, culture and customs.

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.