Channel Account Manager

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!

Position Overview: As a Channel Account Manager, you play a pivotal role expanding our market presence through GSI/MSSP partners. 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 GSI/MSSP partner ecosystems in cybersecurity. The role requires a deep and broad understanding of how Partners operate, architecting strategies, initiatives, and influence driving growth and marketshare.

Key Responsibilities:

Partner Enablement:

• Collaborate with cross-functional teams to ensure assigned partners are equipped to deliver exceptional customer experiences and managed services.
• Drive key partner enablement and govern program compliance across sales, pre-sales and technical roles.
• Work with the partners to create compelling resale or MSSP offerings and services generating demand within their customer base and new prospects.

Joint Business Planning:

• Work closely with focus partners creating joint business plans aligned with both organizations' goals. Manage execution of plans with proactive management and follow up.
• Able to build and execute recommended initiatives aligned to company goals working closely with Product Management and partner Sales and architect teams.
• Partner with marketing to define and execute partner pipeline generation, communications, program messaging, positioning
• Able to work cross functionally internally and with the partner on customer expansion, renewals and upsell driving customer success with assigned partners
• 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
• Develop partners’ service and customer professional service offerings aligned with internal stakeholders.
• Collaborate with the sales team to develop and execute co-selling strategies with partners developing a unified joint customer strategy
• 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.
• +5 years of proven experience in GSI and/or MSSP partner development and management;
• +7 years of experience in software/SaaS markets; preferable experience in cybersecurity
• Proven experience and ability to build 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.
• Able to effectively present and influence key partner personnel driving increased Qualys mindshare and revenue
• 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.
• Proficient with Microsoft applications (Powerpoint, Word, Excel, Outlook), SFDC, and conferencing tools such as Teams and Zoom.

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Annual Salary Guidelines: $190,000 - $230,000 [OTE]

Qualys is an Equal Opportunity Employer, please see our EEO policy.