Enterprise Strategic Account Manager - United States

Who We Are!

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

“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.

What We Are Looking For:The Sectigo strategic and technology alliance team is looking for a Business Development Manager (“BDM”), to engage and manage Sectigo’s network of existing and prospective technology partners. These technology partners underpin Sectigo’s offerings and serve as foundation for revenue generation. In this role the BDM will manage all things related to technology partners, including account management, joint business and marketing planning, sales enablement, technology integrations and partner commercial motions. The role will include deep collaboration with key internal teams from sales, product management, marketing and legal to drive efficiency and revenue growth from our partners.What You’ll Be Doing:

• Manage day-to-day relationships with key strategic and technology partners.
• Coordinate with the Sectigo legal team to own and manage legal aspects such as NDAs, and partnership agreements.
• Develop and manage effective commercial motions and engagement protocols between Sectigo and technology partners. This includes integrations, commercial packaging, joint Go-to-Market.
• Coordinate with product management to develop and execute on joint technology integration strategies.
• Develop and report on key metrics (technology integration pipelines, overall revenue, conversion ratio, etc.)
• Leverage partner resources to enable Sectigo, and partner sales teams.
• Collaborate with technical partner management on cross-over and commercial activity.
• Coordinate with marketing to develop and execute joint go-to-market strategies.
• Manage technology partner requests and escalations.
• Identify new routes to revenue through our strategic and technology partners.

Requirements:

Education

• BA/BS or equivalent work experience.

Experience

• 7+ years prior work experience in the cybersecurity space, IAM, MDR, or similar in a partner business development function.
• Experience in consultative and solution selling.
• Direct sales experience a plus

Talents and Desired Qualifications:

• Ability to present value and negotiate deals with decision makers across sales, internal and partner teams.
• 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.
• 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.
• Broad understanding of the global markets, culture, and customs
• Ability to communicate effectively in English, both orally and in writing
• High energy, entrepreneurial, self-starter, driven individual with the ability to establish rapport and confidence with internal stakeholders and partners.
• Deep understanding of the holistic cybersecurity landscape, including market and competitive landscape and dynamics.
• Solid understanding and experience in areas such as: Encryption, PKI, Digital Identity, IAM, access management, digital signatures, data, and cloud security
• Deep understanding of Sectigo’s offerings, value propositions, clients, and existing technology and channel partners
• Ability to travel for work, including to conferences, internal meetings, and to partner and/or client sites.
• History of working for rapid growth technology firms, with an emphasis on entrepreneurial mindset.