Channel Development Manager

Google Chrome Microsoft Edge Apple Safari Mozilla Firefox Channel Development ManagerFull-timeDepartment: Channel SalesWork Type: HybridCompany DescriptionSectigo 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. 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, 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.Job DescriptionWe 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 outbounds 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 not only by direct opportunity creation, but by partner engagement, sourced pipeline, and influenced deals. This is a full-time position, working in a hybrid model, and reporting to our Scottsdale, Arizona office at least 3-4 days a week. The target compensation package for this role is between $90K and $100K OTE, along with a 70/30 split between base salary and commissions for the OTEs based on achievements, subject upon internal equity and years of experience.  We may make further adjustments through an approval process if the targeted compensation range needs to be modified based on business needs, market trends, and assigned territory potentials.Here are the core functions, responsibilities, and expectations for this role: Partner Engagement & EnablementBuild 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 PartnersWork 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 ManagementTrack 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 CollaborationPartner with Channel Managers on territory/account planning.Coordinate with...