Qualys
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 will play a pivotal role in expanding our US 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 successful partner ecosystems in cybersecurity. The role requires a deep and broad understanding of 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 partner initiatives. Sales and Revenue Growth: Drive revenue growth through partners by identifying and capitalizing on joint business opportunities, focusing 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, including joint business plans. Experience with partner forecasting, developing internal processes, and driving forecast accuracy with partner business. Leverage data, metrics, and trends to proactively manage the business. Implement 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 channel partner/GSI development and management. +5 years of experience in software/SaaS markets; preferable experience in cybersecurity. Proven experience in building a cohesive, quantifiable strategic plan for the region. Ability to build trust and influence executive-level relationships internally, with excellent communication, negotiation, and interpersonal skills. Effective cross-functional collaboration skills to drive consensus and resolve challenges. Strategic thinker with the ability to develop and execute results-driven plans. Results-oriented with a focus on exceeding revenue targets. Experienced presenter. Experience with tools such as SFDC to leverage data, observe trends, and manage business expectations and goals. Additional Key Responsibilities:
Drive results of stated goals and KPIs. Experience activating a successful partner ecosystem of channel partners. Build strategic, quantifiable plans for the partner ecosystem. Build and maintain executive relationships with key partners or distributors. Manage weekly business reviews, leveraging metrics to measure progress and address challenges. Develop and execute initiatives aligned with company goals, working with Product Management and sales teams. Engage with sales, partner sales, and offering heads to create revenue opportunities. Review, draft, and manage partnership-focused commercial agreements. Execute partner program requirements including enablement, demand generation, and joint engagement. Achieve and exceed annual goals related to revenue, customer acquisition, retention, and expansion. Partner with marketing to define and execute pipeline generation, communication, and messaging strategies. Willingness to travel for partner meetings, industry conferences, and QBRs. ************************************************* Annual Salary Guidelines: $185,000 - $210,000 [OTE] Qualys is an Equal Opportunity Employer, please see our EEO policy.
#J-18808-Ljbffr
Position Overview: As a Channel Account Manager, you will play a pivotal role in expanding our US 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 successful partner ecosystems in cybersecurity. The role requires a deep and broad understanding of 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 partner initiatives. Sales and Revenue Growth: Drive revenue growth through partners by identifying and capitalizing on joint business opportunities, focusing 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, including joint business plans. Experience with partner forecasting, developing internal processes, and driving forecast accuracy with partner business. Leverage data, metrics, and trends to proactively manage the business. Implement 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 channel partner/GSI development and management. +5 years of experience in software/SaaS markets; preferable experience in cybersecurity. Proven experience in building a cohesive, quantifiable strategic plan for the region. Ability to build trust and influence executive-level relationships internally, with excellent communication, negotiation, and interpersonal skills. Effective cross-functional collaboration skills to drive consensus and resolve challenges. Strategic thinker with the ability to develop and execute results-driven plans. Results-oriented with a focus on exceeding revenue targets. Experienced presenter. Experience with tools such as SFDC to leverage data, observe trends, and manage business expectations and goals. Additional Key Responsibilities:
Drive results of stated goals and KPIs. Experience activating a successful partner ecosystem of channel partners. Build strategic, quantifiable plans for the partner ecosystem. Build and maintain executive relationships with key partners or distributors. Manage weekly business reviews, leveraging metrics to measure progress and address challenges. Develop and execute initiatives aligned with company goals, working with Product Management and sales teams. Engage with sales, partner sales, and offering heads to create revenue opportunities. Review, draft, and manage partnership-focused commercial agreements. Execute partner program requirements including enablement, demand generation, and joint engagement. Achieve and exceed annual goals related to revenue, customer acquisition, retention, and expansion. Partner with marketing to define and execute pipeline generation, communication, and messaging strategies. Willingness to travel for partner meetings, industry conferences, and QBRs. ************************************************* Annual Salary Guidelines: $185,000 - $210,000 [OTE] Qualys is an Equal Opportunity Employer, please see our EEO policy.
#J-18808-Ljbffr