Director, Channel and Midmarket Sales Leader
il y a 4 jours
Sectigo, Inc. is seeking a highly skilled and experienced Director, Channel and Midmarket Sales to lead the strategic growth of sales revenue in EMEA. As a key member of our sales team, you will be responsible for defining and executing Sectigo's Enterprise sales strategy, managing the full sales cycle, and developing long-term relationships with channel and midmarket partners.
Key Responsibilities:- Oversee the sales team, providing guidance and support to direct reports on sales strategy, pipeline management, and performance management.
- Manage the full sales cycle, from prospect to close, and stay well-informed about product roadmaps and market trends.
- Develop and execute plans to grow territory year-over-year, achieving and exceeding assigned sales targets.
- Establish sales objectives by forecasting and developing annual sales quotas for regions and territories.
- Implement national and international sales programs, analyzing pipeline and lead data to deliver key business insights.
- Supervise and monitor weekly and monthly targets with each manager and/or leader, ensuring all leads are followed up and opportunities are progressed through the pipeline.
- Collaborate cross-functionally to form sales strategies, maintaining accurate records of all pricing, sales, and other activity reports.
- Partner closely with Channel partners and Channel Account Managers to drive net pipeline growth and accelerate deal velocity.
- Research growth opportunities and strategies for EMEA markets, communicating corporate strategy with EMEA sales and coordinating with the marketing team to improve brand awareness.
- Develop, track, and control the department's annual operating budget, ensuring CRM use is accurate and providing guidance to improve overall data quality.
- Work directly with new and existing customers, traveling when required, to build relationships, establish programs, sell products, provide support, and resolve customer issues.
- Evaluate the performance of supervised employees annually, providing feedback and training as needed.
- Maintain an understanding of product, market, economic, competitive, and social trends, representing Sectigo at industry events.
Education:
- BA/BS degree from an accredited college or equivalent experience is strongly preferred.
Experience:
- 10+ years relevant sales experience preferred with prior sales leadership roles.
- Current and/or prior experience in the SaaS/technology space is required.
- Successful track records of building and managing pipelines with channel and midmarket partners is required.
- Expertise with channel methodology and structure in EMEA is strongly preferred.
- Previous sales methodology training and skills such as MEDICC is strongly preferred.
- Strong leadership skills with the ability to lead by influence and persuasion in all interactions.
- Ability to build and maintain a virtual network of contacts with the client and non-client executives.
- Demonstrated success in researching and identifying growth opportunities and strategies in EMEA markets.
- Must be extremely well-informed about the security market and able to accurately forecast sales predictions and shifts in the marketplace.
- Proven track record in sales, business development, and winning new business.
- Has knowledge of effective global sales practices and strategies and the ability to work with all levels of employees, managers, and executives across geographic regions in EMEA.
- Ability to understand and clearly articulate the business benefits of security products and solutions.
- Ability to balance different projects simultaneously, ensuring proactive and reactive projects move forward at the same time.
- Strong knowledge and understanding of the IT Security industry and trends.
- Ability to work comfortably in a fast-paced environment.
- Ability to understand business measurement, marketing process, and pipeline mechanics.
- Excellent interpersonal skills, with the ability to communicate effectively with management and cross-functional teams.
- Work with internal teams on behalf of clients to ensure the highest level of customer service.
- Interface necessary support teams to resolve issues that directly impact partners.
- Must have consistently grown business over the years by achieving great sales targets.
- Strong Channel Partners relationships, cross-culture experience, ability to engage with C-level executives across the Channel Ecosystem in EMEA, and demonstrated ability to influence key audience.
- Excellent analytical & problem-solving skills and a great Team player.
- Willing to travel more than 50% of the time and frequently with short notice.
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