VP, Alliance

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!

As GSI/MSSP Leader, the candidate will play a pivotal role in expanding our market presence through strategic System Integrator partnerships. You will be responsible for developing and executing a comprehensive GSI & MSSP (Managed Security Service Partner) partner strategy, cultivating executive and partner relationships, driving incremental joint business opportunities with our GSI/MSSP partners. The successful candidate will have a proven track record in building and managing successful GSI partner ecosystems in cybersecurity. The role requires a deep and broad understanding of the how GSI's and MSSP's operate, architecting strategies, initiatives, and influence driving growth and market share.

• 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 MSSP, GSI business

• Able to build an organization for growth and efficiency with proper spans of control, consistency in job descriptions, talent mapping, and succession planning.
• Effective coach and leader developing high potential employees, Build and manage a best in class team to optimal performance.

Key Responsibilities:

• Experience working with with partners and internal stakeholders building service offerings for GSI partners
• Proven experience and ability to build a cohesive, quantifiable strategic plan for the MSSP partner segment
• Able to architect and evolve a managed service program that drives growth and customer success through partner consulting and managed services.
• Effective cross-functional collaborator driving consensus and resolution to challenges
• Build partner executive relationships with key GSIs
• Able to drive results of stated goals and KPIs.
• Weekly cadence managing the business to the numbers and able to leverage metrics measuring progress, challenges
• Able to build and execute recommended initiatives aligned to company goals working closely with Product Management and partner Sales and architect teams.
• Engage the Qualys Sales, partner Sales and offering heads to create and drive revenue opportunities.
• Review, draft and manage partnership focused commercial agreements.
• Identify and Deliver integrated product and solution offerings with MSSP and GSI Partners
• Define Sales enablement programs and GTM programs to drive joint-engagement with GSI Partners.
• Achieve and exceed annual goals, including revenue, new customer acquisition, existing customer retention and account expansion targets through partners.
• Build service offerings and take them to market with GSI, MSSP partners
• Contribute to the ongoing evolution of the global partner program, strategy and operations in support of optimizing results for the region. Includes defining program objectives, management, and initiatives including ROI and KPIs for measuring partner effectiveness.
• Gather input from the key stakeholders to develop new partner program strategies.
• Work in conjunction with sales operations to track and measure the GSI, MSSP partner business, incentive models and overall success.
• Partner with marketing to define and execute partner pipeline generation, GSI communications, program messaging, positioning, serving as an advocate for the MSSP program both internally and externally.
• Collaborate with partner and product marketing to drive the creation and utilization of GSI, MSSP relevant sales collateral, service offerings as well as demand generation programs and campaigns that drive GSI, MSSP partner revenue.
• Facilitate, develop, and manage training programs to ensure MSSP partners are equipped to successfully position Qualys products/solutions.
• Develop, build, and maintain trusted executive level relationships.
• Deliver excellent day-to-day operational guidance, coaching and career development guidance.

Qualifications:

• Bachelor's degree (or equivalent)
• Experience in leadership positions driving GSI, MSSP strategy, go to market programs, and building, managing, and delivering global GSI, MSSP programs.
• Experience working with any of the Top 6 GSI partners.
• Must possess broad knowledge of all GSI, MSSP relationships and the overall solution partner ecosystem.
• Broad experience working with all partner types and a requisite technical and business acumen with broad industry knowledge.
• Cyber security experience strongly preferred.
• Experience leading global cross-functional teams with at least 10 years of experience leading and managing both direct and matrix reporting organizations.
• Demonstrated history working in global SI partner business models that have successfully delivered results via outstanding partner programs.
• Outstanding presentation and communication skills, both written and verbal
• Demonstrated ability to engage and influence C-level executives.
• Strong organizational skills and attention to detail with the ability to set clear priorities in a fast-paced environment.
• Passion for technology and creating great partner experiencesAbility to travel as needed.

Qualys is an Equal Opportunity Employer, please see our .