Director, Channel Sales, EMEA

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.

We are looking for a Director, Channel Sales 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 EMEA.

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

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• 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 demonstrates 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 effect 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. 

Education:

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

Experience:

• 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 key. 

• Prior experience selling products in a relevant environment (Cyber Security, Digital Trust). 

Ideal Candidate Profiles, Talents, and Desired Qualifications:

• 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, customers relations.  

• Quota-attainment record of meeting and/or exceeding targets by managing process for identifying, qualifying, & closing new business as well as and not limited to growing an existing install base. 

• Strong forecasting and reporting capabilities 

• A proven and consistent track record selling to enterprise level customers and established relationship at the C-suite level.  

• Strong organization, communication, teamwork, presentation, problem solving and time management skills. 

• The ability to navigate and collaborate through complex opportunities.  

• A competitive, can do, optimistic, realistic attitude, strong work ethic, humility and excellent team building communication and listening skills.  

• The willingness and ability to travel up to 50% of the time.  

• Capacity to work on cross-functional projects and teams as needed as well as leverage internal resources to problem-solve. 

• Must be a strategic, analytical thinker and know how to leverage data to make decisions and execute on annual and quarterly sales plans. 

• Operate well in a fast-paced, dynamic environment without requiring significant supervision. Can think creatively and independently to resolve conflict as well as solve problems. 

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.