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.