Channel Development Manager

Sectigo; Scottsdale (AZ); Hybrid; USD 90,000 - 100,000; Full time

Job summary

Sectigo is seeking a Channel Development Manager to enhance pipeline generation through partner engagement and enablement. This full-time role is based in Scottsdale, Arizona, requiring hybrid work 3–4 days a week.

The successful candidate will build relationships with distributors and partner reps, ensuring leads convert into sales opportunities. Ideal candidates have a Bachelor’s degree and a minimum of 3 years of experience in channel sales. Target compensation ranges from $90K to $100K OTE, including base salary and commissions.

Qualifications

• Minimum of 3 years in SDR/BDR, channel sales support, or partner development.
• Understanding of distributor/VAR/MSP go-to-market models is required.
• Must be able to travel locally and regionally based on business needs.

Responsibilities

• Generate and accelerate pipelines through partners.
• Build relationships with sales reps at distributors and VARs.
• Track and follow up on partner-generated leads to maintain funnel.

Skills

Sales performance metrics

Communication skills

Cold calling

Education

Bachelor’s degree in Marketing or Business Administration

Tools

Salesforce

Gong

Salesloft

Job description

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 across environments. 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.

The Role

We are looking for a talented Channel Development Manager to join our growing global team at Sectigo. The Channel Development Manager is responsible for generating and accelerating pipelines through partners, rather than direct outbound alone. 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. This individual focuses on engaging partner reps, surfacing end‑customer demand, and ensuring that leads are properly followed up and converted into joint sales motions. Success is measured by partner engagement, sourced pipeline, and influenced deals.

This is a full‑time position that works in a hybrid model with the Scottsdale, Arizona office at least 3–4 days a week. Target compensation is $90K–$100K OTE, with a 70/30 split between base salary and commissions. The mix may adjust based on internal equity, experience, business needs, market trends, and territory potential.

Partner Engagement & Enablement

• 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.

Pipeline Generation Through Partners

• 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.

Lead & Opportunity Management

• 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.

Cross‑Functional Collaboration

• 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.

Reporting & Performance Insights

• 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.

Qualifications

Education:

• Bachelor’s degree in Marketing, Business Administration, or relevant field of experience is strongly preferred.

Experience:

• 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:

• Must be able to travel locally and regionally to the assigned regions and/or territories based on business needs.

Ideal Candidate Profiles, Talents, and Desired Qualifications:

• Understanding of sales performance metrics.
• Basic understanding of how to use AI to increase efficiency is strongly recommended.
• Experience with modern sales tools such as Gong, Salesloft, Salesforce, Intensify, etc.
• 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.

Additional Information

Sectigo is an Equal Opportunity Employer. At Sectigo, we are committed to providing equal opportunities throughout your career. We hire and promote the most qualified individuals based on their skills, experience, job requirements, and business needs. We do not discriminate on the basis of race, color, religion, age, sex, national origin, disability, pregnancy, genetic information, veteran status, sexual orientation, gender identity, or any other characteristic protected by applicable laws in the countries where we operate.

Our “One Sectigo” culture fosters a strong sense of belonging and supports a respectful, inclusive workplace free from discrimination and harassment.

Use of Artificial Intelligence (AI) in Our Hiring Process at Sectigo: To enhance your experience, Sectigo may use AI tools during the recruitment process. We are committed to using AI responsibly and transparently, ensuring fairness, accuracy, and human oversight at every stage.