Channel Account Manager

Qualys, Inc; United Arab Emirates; On-site; AED 293,000 - 404,000; Full time

Job summary

A cybersecurity firm is seeking a Channel Account Manager to expand market presence through strategic partnerships. The ideal candidate will cultivate relationships with partners, manage a portfolio of VAR and MSSP partners, and drive revenue growth. A Bachelor's degree and substantial experience in partner management within the Cybersecurity sector are essential for this role. This position is based in Dubai and offers a hybrid work model.

Qualifications

• 5-10 years of proven experience in partner management within the Cybersecurity sector.
• Strong understanding of the Middle East resellers, MSSP’s & GSI’s.
• Results-oriented with a focus on achieving and exceeding revenue targets.

Responsibilities

• Foster strong executive partner relationships to drive incremental business success.
• Recruit and manage a portfolio of VAR, MSSP, distributor partners in the Middle East.
• Drive revenue growth through identifying and capitalising on joint business opportunities.

Skills

Partner management

Cybersecurity knowledge

Strategic thinking

Relationship building

Revenue growth strategies

Education

Bachelor’s degree (or equivalent)

Job description

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

Location – Dubai (Remote)

About Us

Qualys is the leading provider of information security and compliance solutions at the forefront of cybersecurity. Trusted by more than 10,000 subscribing customers globally, the Qualys TruRisk Platform helps businesses simplify security operations, lower the cost of compliance by delivering critical security intelligence on demand, and automating the full spectrum of auditing, compliance and protection.

Position Overview

As a Channel Account Manager you will play a pivotal role in expanding our market presence through strategic partners. You will be responsible for cultivating executive and partner relationships, driving incremental joint business opportunities with our partners. The successful candidate will have a proven track record in building and managing successful reseller partner ecosystems in cybersecurity. The role requires a deep and broad understanding of how Reseller’s operate, architecting strategies, initiatives, and influencing growth and market share.

Key Responsibilities

Partner Strategy and Development

• Foster and activate strong executive partner relationships across the business to drive incremental ASV and mutual business success.
• Collaborate with and utilise internal teams to provide scale and drive success with the partner ecosystem.
• Recruit, onboard, and manage a portfolio of VAR, MSSP, distributor, and GSI partners across the Middle East.
• Build & execute joint business plans with strategic partners aligned to Qualys’ GTM priorities.

Partner Enablement

• Collaborate with cross-functional teams to ensure partners are equipped to deliver exceptional customer experiences.
• Drive key partner enablement and govern program compliance.
• Work with partners to create and build managed service offerings (where applicable).

Sales and Revenue Growth

• Drive revenue growth through Reseller partners by identifying and capitalising on joint business opportunities.
• Develop strategies to increase partner-initiated opportunities and pipeline.
• Collaborate with the sales team to develop and execute co‑selling strategies with partners including Joint Business Plans.
• Experience with partner forecasting, developing internal processes and driving forecast accuracy with partner business.
• Ability to leverage available data, metrics, and trends to proactively manage the partner business.

Qualifications

• Bachelor’s degree (or equivalent)
• 5-10 years of proven experience in partner management within the Cybersecurity sector
• Strong understanding of the Middle East resellers, MSSP’s & GSI’s.
• Experience building service offerings with MSSP’s & GSI’s
• Proven track record of driving partner‑sourced pipeline and revenue growth.
• Experience and ability building a cohesive, quantifiable strategic plan for the region.
• Able to build and influence executive level relationships within the partners.
• Strategic thinker with the ability to develop and execute plans that drive results.
• Results‑oriented with a focus on achieving and exceeding revenue targets.
• Cyber security experience necessary with Vulnerability / Risk management experience preferred.