Channel Sales Director

il y a 3 semaines

Lille, Hauts-de-France Sectigo, Inc. Temps plein
About Sectigo:

At Sectigo, we are dedicated to our mission of providing peace of mind to our customers, ensuring they can trust their online interactions.

When it comes to online trust management, Sectigo stands out, delivering unmatched assurance to our clientele.

Our daily interactions with each other and our customers are vital, and we succeed as #OneSectigo by embodying our core values: S upport, E xcellence, C ollaboration, T eamwork, I ntegrity, G rowth, and O penness. We are committed to nurturing our diverse teams, ensuring everyone understands their role in achieving our strategic objectives, driving operational excellence through efficiency, and striving to exceed customer expectations to become the industry leader. If you are looking to be part of a motivated team that holds each other accountable for reaching ambitious goals and contributing to our growth story, we would like to hear from you.

Position Overview:

The Channel Sales Director for EMEA will spearhead the strategic and successful expansion of sales revenue by defining and executing Sectigo's Enterprise sales strategy. In this role, you will serve as a subject matter expert on Sectigo's offerings, focusing on retaining existing clients and forging new business relationships, fostering long-term partnerships, and driving growth within this expanding territory, particularly through our channel and midmarket initiatives.

Key Responsibilities:
  • Lead the sales team, offering support and direction to direct reports on sales strategy, pipeline management, opportunity management, and performance oversight.
  • Manage the complete sales cycle from prospecting to closing on both tactical and strategic levels.
  • Stay informed about product roadmaps and understand the scenarios, features, and functions of each product to address business and technical challenges.
  • Develop a growth plan for the territory to meet and exceed assigned sales targets annually.
  • Set sales objectives by forecasting and creating annual sales quotas for regions and territories; project expected sales volume and profit for both existing and new products.
  • Implement national and international sales initiatives.
  • Analyze pipeline and lead data, providing periodic insights to the sales and marketing teams.
  • Supervise and track weekly and monthly targets with each manager, ensuring all leads are followed up and opportunities are advanced through the pipeline.
  • Collaborate across functions to develop sales strategies that maintain Sectigo's competitive edge, ensuring optimal performance and evolving go-to-market strategies.
  • Generate sales leads, assess needs, deliver impactful presentations, promote products, and negotiate pricing and contracts with clients.
  • Maintain ongoing communication with all clients in the market area to ensure high levels of satisfaction.
  • Keep accurate records of all pricing, sales, and activity reports.
  • Work closely with Channel partners and Channel Account Managers to drive net pipeline growth and enhance deal velocity.
  • Research and identify growth opportunities and strategies for EMEA markets.
  • Communicate corporate strategy effectively with EMEA sales teams.
  • Coordinate with the marketing team to enhance brand visibility.
  • Develop, monitor, and manage the department's annual operating budget.
  • Ensure accurate CRM usage, including precise qualification under the BANT method.
  • Facilitate communication between your manager and the sales teams.
  • Validate the quality of lead and pipeline data through reporting and analytics, providing guidance to enhance overall data quality.
  • Engage directly with new and existing customers, traveling as necessary to build relationships, establish programs, sell products, provide support, and resolve issues.
  • Coordinate training for sales, sales management, and sales support personnel.
  • Conduct annual performance evaluations for supervised employees, providing constructive feedback and necessary training.
  • Stay informed about product, market, economic, competitive, and social trends.
  • Represent Sectigo at industry events.
  • Perform other duties as assigned that align with the nature of this role and company initiatives.

This position may involve managing a team of sales professionals and will report to the Vice President of Enterprise Sales for EMEA.

Qualifications:

Education

  • A BA/BS degree from an accredited institution or equivalent experience is strongly preferred.

Experience

  • Over 10 years of relevant sales experience, preferably with prior leadership roles.
  • Required experience in the SaaS/technology sector.
  • Proven success in building and managing pipelines with channel and midmarket partners is essential.
  • Strong expertise in channel methodology and structure within EMEA is highly preferred.
  • Familiarity with sales methodologies such as MEDICC is strongly preferred.
Skills and Attributes:
  • Exceptional leadership skills with the ability to influence and persuade in all interactions for prioritizing and executing deals effectively.
  • Capacity to build and maintain a virtual network of contacts with client and non-client executives for efficient information sharing and resource alignment.
  • Proven ability to research and identify growth opportunities and strategies in EMEA markets.
  • Must possess a deep understanding of the security market to accurately forecast sales trends and shifts.
  • Demonstrated success in sales, business development, and acquiring new business.
  • Knowledge of effective global sales practices and strategies, with the ability to collaborate with employees, managers, and executives across EMEA.
  • Ability to articulate the business benefits of security products and solutions clearly.
  • Proficient in managing multiple projects simultaneously, ensuring proactive and reactive initiatives progress concurrently.
  • Strong understanding of the IT Security industry and its trends.
  • Comfortable working in a fast-paced environment.
  • Knowledgeable about business measurement, marketing processes, and pipeline mechanics.
  • Excellent interpersonal skills, with effective communication abilities across management and cross-functional teams.
  • Collaborate with internal teams on behalf of clients to ensure the highest level of service.
  • Interface with necessary support teams to resolve issues impacting partners.
  • Proven track record of consistent business growth and achieving sales targets.
  • Strong relationships with Channel Partners, cross-cultural experience, and the ability to engage with C-level executives across the Channel Ecosystem in EMEA.
  • Excellent analytical and problem-solving skills, and a strong team player.
  • Willingness to travel frequently, exceeding 50% of the time, often with short notice.

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