Channel Sales Account Executive
Location
Work from home | India
Job description
The Channel Sales Account Executive will be responsible for the recruitment, development, and growth of key target global channel partnerships. The role will participate in the strategy, planning, and execution of the overall sales strategy & growth for global channel partners for our Enterprise PKI and IOT business.
What You ll Be Doing:
- 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 in order 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 responsibilities and special projects as assigned.
Requirements:
Education
BA/BS or equivalent work experience .
Experience
- 3-5 years of channel management experience
- Proven track record in exceeding sales quotas and targets working with channel partners with 3-5 years of channel management experience.
- Experience working with Presidio, Optiv, Guidepoint, C1, Insight, CDW, SHI required.
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
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