Channel Development Manager

Job Description

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 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 & 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.

Additional tasks associated with this position may be assigned in response to company initiatives and business needs.

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.
• Current and/or prior experience with the use of 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.

Additional Information

All your information will be kept confidential according to EEO guidelines.

Global team. Global reach. Global impact.

At Sectigo, we believe doing good is good business. Our strength and our success come from our team of passionate, engaged individuals who make a difference, both locally and globally. Our commitment to engagement is rooted in an unconditionally inclusive workforce, embodying our unique perspectives, heritages, and backgrounds, all as diverse as the experiences of each Sectigo employee. Importantly, we strive to be recognized not only as the CLM leader but also for our intentional efforts to promote employees into the roles that most challenge and excite them, into experiences that allow them to grow their interests as we grow the business. We are committed to bringing a little bit of fun and a whole lot of happiness into everything we do so that our work – and our team members – reflect the positive outcomes we deliver to our customers every day.