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About the Role
We are seeking a Lead Product Manager, GTM Systems & Partner Channel Programs. This is a high-impact role at the intersection of partner strategy, revenue operations, and enterprise systems. You will drive the end-to-end roadmap for partner portal infrastructure, Salesforce platform evolution, and CPQ/CLM/Billing transformation with direct accountability for partner adoption, channel pipeline, and commercial outcomes.
You will serve as the primary strategic bridge between Channel Sales, Partner Success, Finance, Legal, and Engineering translating complex stakeholder needs into scalable GTM systems that accelerate indirect revenue growth.
Key Responsibilities
Partner Channel Programs & PRM
- Own the global partner portal strategy and implementation using Impartner PRM integrated with Salesforce — enabling partner onboarding, deal registration, MDF management, co-sell pipeline visibility, and enablement content delivery at scale
- Architect and govern partner tier management workflows (Registered, Silver, Gold, Platinum) including automated tier qualification, benefits assignment, and renewal notifications
- Build and optimize deal registration, channel conflict resolution, and lead distribution workflows to maximize partner deal velocity and channel-sourced revenue
- Define and track partner KPIs including engagement metrics, pipeline contribution, ARR visibility, NRR impact, and portal adoption rates
Lead-to-Cash & GTM Systems (Salesforce)
- Lead the Salesforce roadmap across Sales Cloud, Service Cloud, and CPQ acting as the primary product liaison across Sales, Customer Success, Finance, Legal, and Engineering
- Own implementation and continuous improvement for complex pricing, product bundling, discount governance, and approval workflows
- Manage subscription, usage-based, and milestone billing models, integrated with ERP systems (NetSuite, RevPro) for automated invoicing and revenue recognition
- Spearhead AI-powered workflow automation across the GTM stack improving forecast accuracy, eliminating manual effort, and driving operational efficiency
Strategy, Delivery & Leadership
- Work with product management, operations, and systems functions with full accountability for roadmap execution and KPIs
- Author BRDs, user stories, data mapping specs, and acceptance criteria; facilitate UAT cycles, change management, and cutover planning for large-scale implementations
Required Experience
- 15+ years of progressive experience in GTM systems, revenue operations, or partner channel programs within high-growth B2B enterprise technology environments
- Hands-on expertise with Impartner PRM (or equivalent partner relationship management platform) integrated with Salesforce for partner portal strategy and execution
- Deep Salesforce expertise across Sales Cloud, Service Cloud and CPQ with a track record of complex, cross-cloud implementations
- Expertise spanning CPQ, CLM, and Billing from architecture through implementation and ongoing optimization
- Proven ability to own and deliver lead-to-cash transformations with measurable commercial outcomes (ARR, NRR, channel pipeline contribution)
Preferred Qualifications
Qualys is an Equal Opportunity Employer, please see our EEO policy.
Skills Required
- 15+ years of experience in GTM systems or revenue operations
- Hands-on expertise with Impartner PRM integrated with Salesforce
- Deep Salesforce expertise across Sales Cloud and CPQ
- Expertise in CPQ, CLM, and Billing architecture and implementation
- Proven ability to deliver lead-to-cash transformations
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
