Channel Sales Account Executive (South West… at Sectigo · Irvine

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

Sectigo is the most innovative provider of certificate lifecycle management (CLM), delivering comprehensive solutions that secure human and machine identities for the world’s largest brands. Sectigo’s automated, cloud-native CLM platform issues and manages digital certificates across all certificate authorities (CAs) to simplify and improve security protocols within the enterprise. Sectigo is one of the largest, longest-standing, and most reputable CAs with more than 700,000 customers and two decades of delivering unparalleled digital trust.

“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, Communication, 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 talented 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 southern California. The target compensation package for this role is between $170K and $200+K OTE, along with a 50/50 split between base salary and commissions for the OTEs based on achievements, subject upon internal equity and years of experience.  We may make further adjustments through an approval process if the targeted compensation range needs to be modified based on business needs, market trends, and assigned territory potentials.

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.   
• Additional tasks associated with this position may be assigned in response to company initiatives and business needs.

Education:

• Bachelor’s degree in business, or related field is strongly recommended. 

Experience:

• 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.  

Ideal Candidate Profiles, Talents, and Desired Qualifications:

• Proven Sales Achievements as a "Hunter."  
• Ability to present value and negotiate deals with decision makers across sales, internal and partner teams.   
• Direct sales experience a plus. 
• This individual should have strong sales acumen with a deep understanding of the channel sales model and some existing relationships.  
• 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. 
• Ability to communicate effectively in English, both orally and in writing. 

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.