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About Us: Qualys is the leading provider of information security and compliance solutions at the forefront of cybersecurity. Trusted by more than 10,000 subscribing customers globally, the Qualys TruRisk Platform helps businesses simplify security operations, lower the cost of compliance by delivering critical security intelligence on demand, and automating the full spectrum of auditing, compliance and protection. As part of our growth strategy, we are seeking a talented and experienced Partner Channel account manager to join our team in the Americas.
Position Overview: As a Channel account manager, you will play a pivotal role expanding our Canadian partner market through regional channel partners such as VARs, resellers or distributors. You will be responsible for developing and driving incremental joint business opportunities with assigned Qualys partners. The successful candidate will have a proven track record in building and managing a successful Canadian partner ecosystems in cybersecurity. The role requires a deep and broad understanding of the how Partners operate, architecting strategies, initiatives, and influence driving growth and market share.
Key Responsibilities include:
Partner Enablement:
- Collaborate with cross-functional teams to ensure assigned partners are equipped to deliver exceptional customer experiences.
- Drive key partner enablement and govern program compliance across sales, pre-sales and technical roles.
- Work with the partners to create compelling offerings and services generating demand within their customer base and new prospects.
Joint Business Planning:
- Work closely with key focus partners creating joint business plans aligned with both organizations' goals.
- Manage execution of plans with proactive management and follow up.
- Establish and track key performance indicators (KPIs) to measure the success of all the partner initiatives.
Sales and Revenue Growth:
- Drive revenue growth through partners identifying and capitalizing on joint business opportunities with a particular focus on new logos and customer upsell.
- Develop strategies to activate, enable, and build pipeline with partners increasing partner-initiated opportunities
- Collaborate with the sales team to develop and execute co-selling strategies with partners including Joint Business Plans
- Experience with partner forecasting developing internal processes and prowess driving forecast accuracy with partner business.
- Ability to leverage available data, metrics, and trends to proactively manage the business.
- Enabling and implementation of framework agreements signed in the relevant territory
Qualifications:
- Bachelor's degree in Business, Marketing, or a related field; MBA is a plus.
- +7 years of proven experience in channel partner/GSI development and management;
- +5 years of experience in software/SaaS markets; preferable experience in cybersecurity
- Proven experience and ability building a cohesive, quantifiable strategic plan for the region.
- Able to build trust and influence executive level relationships internally with excellent communication, negotiation and interpersonal skills.
- Effective cross-functional collaborator driving consensus and resolution to challenges.
- Strategic thinker with the ability to develop and execute plans that drive results.
- Results-oriented with a focus on achieving and exceeding revenue targets.
- Experienced presenter
- Experience with tools such as SFDC to leverage data, make trending observations and properly manage business expectations and goals.
Key Responsibilities:
- Able to drive results of stated goals and KPIs.
- Experience working with partners and internal stakeholders activating a successful partner ecosystem of channel partners
- Proven experience and ability building a cohesive, quantifiable strategic plan for the Partner ecosystem
- Build partner executive relationships with key partners or distributors
- Weekly cadence managing the business to the numbers and able to leverage metrics measuring progress, challenges
- Able to build and execute recommended initiatives aligned to company goals working closely with Product Management and partner Sales and architect teams.
- Engage the Qualys Sales, partner Sales and offering heads to create and drive revenue opportunities.
- Review, draft and manage partnership focused commercial agreements.
- Execute on partner program requirements including enablement, demand generation, and joint-engagement with focus partners
- Achieve and exceed annual goals, including revenue, new customer acquisition, existing customer retention and account expansion targets through partners.
- Partner with marketing to define and execute partner pipeline generation, communications, program messaging, positioning
- Ability and willingness to travel for partner meetings, industry conferences, QBRs on a regular basis
- Effective cross-functional collaborator driving consensus and resolution to challenges
Skills Required
- Bachelor's degree in Business, Marketing, or related field
- 7+ years experience in channel partner/GSI development and management
- 5+ years experience in software/SaaS markets
- Preferable experience in cybersecurity
- Proven ability to build cohesive, quantifiable strategic plans for a region
- Experience with partner joint business planning, enablement, and demand generation
- Experience with partner forecasting and driving forecast accuracy
- Experience using SFDC (Salesforce) to manage data and pipeline
- Strong executive-level relationship building, communication, negotiation skills
- Proven track record achieving and exceeding revenue and new customer targets through partners
- Effective cross-functional collaboration skills
- Ability and willingness to travel regularly for partner meetings and conferences
- MBA is a plus
Qualys Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about Qualys and has not been reviewed or approved by Qualys.
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Affordable Benefits — Benefits costs are widely viewed as low for employees and dependents, with healthcare often described as almost fully paid for. Feedback suggests this affordability helps offset perceptions of lower base pay in some roles.
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Healthcare Strength — Healthcare offerings are broad, including multiple medical plan options, dental and vision coverage, mental health support, and disability insurance. Benefits are described as “pretty amazing” or “great,” reinforcing perceived quality and coverage depth.
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Equity Value & Accessibility — Equity participation is accessible through company stock plans and an employee stock purchase plan. Compensation packages commonly include equity alongside salary and bonus, which some consider a meaningful part of total rewards.
Qualys Insights
What We Do
Qualys, Inc. (NASDAQ: QLYS) is a pioneer and leading provider of disruptive cloud-based security, compliance and IT solutions with more than 10,000 subscription customers worldwide, including a majority of the Forbes Global 100 and Fortune 100. Qualys helps organizations streamline and automate their security and compliance solutions onto a single platform for greater agility, better business outcomes, and substantial cost savings. The Qualys Cloud Platform leverages a single agent to continuously deliver critical security intelligence while enabling enterprises to automate the full spectrum of vulnerability detection, compliance, and protection for IT systems, workloads and web applications across on premises, endpoints, servers, public and private clouds, containers, and mobile devices. Founded in 1999 as one of the first SaaS security companies, Qualys has strategic partnerships and seamlessly integrates its vulnerability management capabilities into security offerings from cloud service providers, including Amazon Web Services, the Google Cloud Platform and Microsoft Azure, along with a number of leading managed service providers and global consulting organizations. For more information, please visit http://www.qualys.com
