What are the responsibilities and job description for the Channel Account Manager position at 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 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 assignedpartners 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.
Qualys is committed to building an environment characterized by respect for the individual where cultural and ethnic diversity are blended by teamwork into a harmonious work force. Because of this we are firmly committed to equal employment opportunity for all employees.
All qualified applicants shall receive consideration that is free of discrimination or harassment on the grounds of race, color, national origin, ancestry, medical condition, religious creed (including religious dress and grooming practices), marital status, registered domestic partner status, sex, sexual orientation, gender identity and expression, genetic characteristics and information, age, veteran status, or any other protected characteristic.
This applies equally to individuals with a physical or mental disability or medical condition.
Qualys offers reasonable accommodations to qualified individuals with physical or mental disabilities to the extent the accommodation will enable them to perform the essential functions of the job and will not create an undue hardship. Further information relating to reasonable accommodations is available from the Human Resources Department.
If you request assistance or accommodations, please contact us at HR@Qualys.com
Salary : $190,000 - $230,000
