Channel Development Manager

About Sectigo

Sectigo is the most innovative provider of certificate lifecycle management (CLM), delivering solutions that help the world’s largest brands simplify how digital trust is managed and scaled. Sectigo’s automated, cloud-native CLM platform issues and manages digital certificates across enterprise environments, enabling organizations to reduce complexity, accelerate time to value, and strengthen security. Sectigo is one of the largest, longest-standing, and most reputable CAs with more than 700,000 customers, including 65% of the Fortune 500. Sectigo holds six combined active leadership seats in the CA/Browser Forum and ETSI and brings two decades of delivering unparalleled digital trust.

Simplicity at Scale. 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, Communication, 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, driving operational excellence through scale and efficiency, and striving to delight our customers to become the market leader in our industry.

About the Role

We are looking for a talented Channel Development Manager to join our growing global team. This role bridges the gap between partner enablement and demand generation by activating distributors, VARs, and MSPs to uncover, qualify, and advance revenue opportunities in collaboration with the channel sales team. Success is measured not only by direct opportunity creation but by partner engagement, sourced pipeline, and influenced deals.

This is a full-time, hybrid position, reporting to our Scottsdale, Arizona office at least 3-4 days a week.

Responsibilities

• Build relationships with sales reps and account managers at distributors, VARs, and MSPs.
• Educate partner reps on value propositions, ideal customer profiles, and key use cases.
• Conduct regular call blitzes, trainings, and follow-ups with partner teams to generate interest.
• Work with partner reps to identify target accounts and run joint outbound prospecting.
• Qualify inbound partner-sourced leads and ensure they progress through the funnel.
• Drive activation of MDF campaigns, co-branded outreach, and joint events/webinars.
• Track and follow up on partner-generated leads to prevent drop-off or stagnation.
• Enter and update opportunities in the CRM/PRM with full partner attribution.
• Route qualified opportunities to the appropriate channel account manager or AE.
• Partner with Channel Managers on territory/account planning.
• Coordinate with marketing on channel campaigns, sales plays, and partner content.
• Provide feedback loops to product marketing on partner messaging and objections.
• Maintain visibility into partner pipeline, conversion rates, and lead velocity.
• Track and report on partner outreach activity, meetings booked, and sourced ARR.
• Share partner performance insights to optimize focus and prioritization.

Requirements

• Bachelor’s degree in Marketing, Business Administration, or relevant field of experience is strongly preferred.
• Minimum of 3+ years of experience in an SDR/BDR, channel sales support, or partner development environment.
• Strong understanding of distributor/VAR/MSP go-to-market models is required.
• Ability and availability to travel locally and regionally based on business needs.

Skills

• Understanding of sales performance metrics.
• Basic understanding of how to use AI to increase efficiency is strongly recommended.
• Current and/or prior experience with modern-day sales tools, such as Gong, Salesloft, Salesforce, Intensify, etc. is strongly preferred.
• Excellent verbal, written, and presentable communication and relationship-building skills.
• Proven experience with cold calling is strongly preferred.
• Aptitude in decision-making and problem-solving.
• Ability to work with cross-functional teams globally.
• Committed to meeting deadlines while driving team results.

Pay

The target compensation package for this role is between $90K and $100K OTE, with a 70/30 split between base salary and commissions based on achievements. Adjustments may be made through an approval process based on business needs, market trends, and assigned territory potentials.

Schedule

Hybrid model, reporting to the Scottsdale, Arizona office at least 3-4 days a week.