Qualys
Channel Account Manager
Qualys, Foster City, California, United States, 94420
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.Annual Salary Guidelines: $190,000 - $230,000 [OTE]Qualys is an Equal Opportunity Employer, please see our EEO policy.
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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.Annual Salary Guidelines: $190,000 - $230,000 [OTE]Qualys is an Equal Opportunity Employer, please see our EEO policy.
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