Director, Channel & Midmarket Sales, EMEA

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 Director, Channel & Midmarket Sales in EMEA will manage the strategic and successful growth of sales revenue by defining and managing the execution of Sectigo’s Enterprise sales strategy. As the Director, Channel & Midmarket Sales, EMEA, you will act as a subject matter expert in the marketplace about Sectigo’s products to retain existing clients and establish new business, developing long-term relationships and ensuring growth across this defined and growing territory, especially with our channel and midmarket efforts. What You’ll Be Doing: Oversee the sales team, providing support and guidance to direct reports regarding sales strategy, pipeline management, opportunity management and performance management. Manage the full sales cycle on a tactical and strategic level from prospect to close. Responsible for staying well-informed about product roadmaps as well as understanding the scenarios, features, and functions within each of the products and how these are applied to address business and technical problems. Develop plan to grow territory year over year to achieve and exceed assigned sales targets. Establish sales objectives by forecasting and developing annual sales quotas for regions and territories; project expected sales volume and profit for existing and new products. Implement national and international sales programs. Analyze pipeline and lead data, deliver periodic reporting to the sales and marketing teams providing key business insights. Supervise and monitor weekly and monthly targets with each manager and/or leader by ensuring all leads are followed up and opportunities are progressed through the pipeline. Collaborate cross-functionally to form sales strategies to keep Sectigo competitive, ensuring optimal performance and evolving go-to-market strategy. Generate sales leads, evaluate needs, deliver impactful sales presentations, promote products, and negotiate pricing and contracts with clients. Maintain contact with all clients in the market area to ensure high levels of client satisfaction. Maintain 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. Communicate corporate strategy with EMEA sales. Coordinate with the marketing team to improve brand awareness. Develop, track, and control the department’s annual operating budget. Ensure CRM use is accurate including precise qualification under BANT method. Ensure upward and downward communication between your manager and the sales teams. Through reporting and analytics, validate the quality of the lead and pipeline data and provide guidance to improve the 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. Coordinate training delivery to sales, sales management, and sales support personnel in the sales organization supported. Evaluate the performance of supervised employees annually, provide appropriate feedback, and provide training as needed. Maintain an understanding of product, market, economic, competitive, and social trends. Always represent Sectigo, including industry events. Other duties as assigned and related to the nature of this role and company initiatives. This individual may manage a team of sales professionals, reporting to the Vice President, Enterprise Sales, EMEA. Requirements: 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. Talents and Desired Qualifications: Strong leadership skills with the ability to lead by influence and persuasion in all interactions for prioritizing and executing deals in a disciplined manner. Ability to build and maintain a virtual network of contacts with the client and non-client executives for ease of information gathering, sharing, and aligning content and tapping into varied resources. Demonstrated success in researching and identifying growth opportunities and strategies in EMEA markets. Must be extremely well informed about the security market, and therefore able to accurately forecast sales predictions and shifts in the marketplace, both on a national scale and for the individual regions in charge. 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 that 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 team 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. #J-18808-Ljbffr