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Position Overview:
As a Public Sector Channel Manager (USA), you play a pivotal role in expanding our market presence through strategic partnerships. You will be responsible for developing and driving incremental joint business opportunities with your named partners focused on federal and state/local government. The successful candidate will have a proven track record in building and managing successful public sector partner ecosystems in cybersecurity. The role requires a deep and broad understanding of how partners operate, architecting GTM strategies, initiatives, and influence driving growth and market share.
Key Responsibilities:
Partner Enablement:
Collaborate with cross-functional teams to ensure key partners are equipped to sell and position Qualys solutions delivering exceptional customer experiences.
Drive key partner enablement and govern program compliance.
Work with partners in building professional services or value-added differentiation with integrated technologies.
Joint Business Planning:
Work closely with partners creating joint business plans aligned with both organizations' goals.
Maniacal execution of plans with proactive management and follow up.
Establish and track key performance indicators (KPIs) measuring the success of partner initiatives.
Provide thought leadership and innovative GTM strategies to accelerate growth.
Sales and Revenue Growth:
Drive incremental revenue growth through public sector partners, identifying and capitalizing on joint business opportunities.
Establish partner service offerings and measure revenue growth across offerings.
Develop strategies to increase partner-initiated opportunities and pipeline.
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.
Qualifications:
Bachelor's degree in business, Marketing, or a related field; MBA is a plus.
+5 years of proven experience in public sector channel sales.
+7 years of proven successful experience with partners including resellers, distributors, or GSIs in Saas technologies. Preferably within the cybersecurity sector
Proven experience and ability building a cohesive, quantifiable strategic plan for a public sector 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.
Must travel as needed within the United States (approx. 25%)
Key Responsibilities:
Able to architect and evolve a strategy driving incremental growth through key public sector partners.
Has or build partner executive relationships with key partners.
Able to drive results of stated goals and KPIs.
Able to build and execute recommended initiatives aligned to company goals working closely with Product Management and partner sales and engineering teams.
Engage the Qualys Sales, Partner Sales and offering heads to create and drive revenue opportunities.
Define and drive sales enablement, demand generation, and GTM initiatives
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, serving as an advocate for the partner program service public sector specific goals.
#LI-Remote
Qualys is an Equal Opportunity Employer, please see our EEO policy.
Skills Required
- Bachelor's degree in Business, Marketing, or related field
- MBA
- 5+ years proven experience in public sector channel sales
- 7+ years proven experience working with partners (resellers, distributors, GSIs) in SaaS technologies
- Experience in the cybersecurity sector
- Proven ability to build a cohesive, quantifiable strategic plan for a public sector region
- Ability to build and influence executive-level relationships with excellent communication and negotiation skills
- Effective cross-functional collaboration experience to drive consensus and resolve challenges
- Experience with partner forecasting and driving forecast accuracy
- Ability to develop and execute joint business plans, GTM strategies, and partner enablement initiatives
- Results-oriented track record achieving and exceeding revenue, acquisition, retention, and expansion targets
- Willingness to travel within the United States (approx. 25%)
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
