Director, Channel Sales, North America; East Coast

Job Description

We are looking for a Director, Channel Sales, North America (East Coast) to join our growing global team at Sectigo.

The Director, Channel Sales plays a key role in leading the highly visible and motivated team that generates revenues and achieves quotas for an assigned territory and/or regions.

This is a full-time and remote position based in the U.S.

• Through strong partner account management and partner calls, demonstrations, and marketing activities, generate demand and consistent pipeline for Sectigo’s products.
• Assume ownership of the channel sales cycle including prospecting, qualifying business, demonstrating key advantages, negotiating, and closing of the sale.
• Develop and execute Channel Sales Strategy for the designated region and named partners.
• Manage a pipeline, identifying, cultivating, and procuring new and existing channel business sales relationships for a designated territory and/or regions.
• Investigate and understand the internal business processes of potential Channel Partner customers.
• Lead negotiations, coordinate a complex decision-making process, overcome obstacles and objections to closure.
• Articulate compelling value propositions around Sectigo’s services and products.
• Collaborate with internal and external stakeholders to define account strategy by highlighting advantages and influencing technical decision makers.
• Develop and implement region-wide channel sales plans consistent with company vision.
• Build and maintain partner relationships to ensure high levels of satisfaction.
• Attend trade shows and demonstrate products to booth customers.
• Dissect and qualify channel prospects’ business goals to determine if Sectigo can be a strategic investment for their business’ security.
• Close business with new and existing channel partners at or above quarterly sales goal quotas and objectives.
• Develop and maintain thorough knowledge of Sectigo products as well as up-to-date knowledge of industry trends and technical developments that affect target markets; apply strong knowledge of products, processes, and capabilities.
• Work closely with sales management team to provide feedback, analysis of and recommendations regarding product requirements and to improve sales performance.
• Be a key source of insight into competitive and partner landscape/strategy/news.
• Other duties as assigned and related to the nature of this role and company initiatives.

• A bachelor’s degree from an accredited school and/or equivalent work experience is strongly preferred; advanced degree is preferred.

• 7+ years of enterprise cyber security executive channel sales experience; particularly experience selling cybersecurity products is highly desirable.
• Experience developing and maintaining business, sales, & vertical market plans as well as negotiating & closing complex deals.
• Experience selling into a variety of industries and territories as well as experience cultivating larger, strategic relationships is key.
• Prior experience selling products in a relevant environment (Cyber Security, Digital Trust).

• The ability to plan and manage at both the strategic and operational levels.
• Established contacts and relationships with potential channel partners.
• Outstanding consultative channel selling abilities and excellent interpersonal skills with executive level customers and partners.
• Current experience leading channel sales strategies to further penetrate and grow existing customer bases.
• Superior knowledge and demonstrated skills of sales techniques, customer interaction, customer relations.
• Quota-attainment record of meeting and/or exceeding targets by managing process for identifying, qualifying, & closing new business as well as growing an existing install base.
• Strong forecasting and reporting capabilities.
• A proven and consistent track record selling to enterprise level customers and established relationships at the C-suite level.
• Strong organization, communication, teamwork, presentation, problem-solving, and time management skills.
• The ability to navigate and collaborate through…