Channel Account Manager

Qualys; City of Melbourne; On-site; AUD 160,000 - 175,000; Full time

Job summary

A leading cybersecurity firm is seeking a Channel Account Manager to enhance the ANZ partner market and foster business opportunities with VARs, resellers, and distributors. This role demands a strategic thinker with over 5 years of experience in channel partner development and an understanding of software/SaaS markets, particularly in cybersecurity. The ideal candidate will drive revenue growth, collaborate with teams to improve partner performance, and effectively manage key partnerships. Competitive salary offered between A$160,000 and A$175,000 annually.

Qualifications

• Proven experience in channel partner/GSI development and management.
• Experience in software/SaaS markets, preferably in cybersecurity.
• Excellent communication, negotiation, and interpersonal skills.

Responsibilities

• Collaborate with cross-functional teams to ensure partners deliver exceptional experiences.
• Create compelling offerings that generate demand within partners' customer base.
• Drive revenue growth through partners focusing on new logos and upsell opportunities.
• Manage execution of business plans and KPIs for partner initiatives.

Skills

Channel partner development

Business development

Cybersecurity knowledge

Cross-functional collaboration

Strategic planning

Negotiation skills

Education

Bachelor’s degree in Business, Marketing, or related field

MBA

Tools

SFDC

Job description

Channel Account Manager – Qualys

Join us at Qualys, an industry leader in cybersecurity solutions. We are looking for a dynamic Channel Account Manager to expand our ANZ partner market and drive joint business opportunities with regional channel partners such as VARs, resellers, and distributors.

Position Overview

As a Channel Account Manager, you will play a pivotal role expanding the ANZ partner market through regional channel partners. You will be responsible for developing and driving incremental joint business opportunities with assigned Qualys partners and building a successful partner ecosystem.

Key Responsibilities

• Collaborate with cross‑functional teams to ensure partners are equipped to deliver exceptional customer experiences.
• Drive partner enablement and govern program compliance across sales, pre‑sales, and technical roles.
• Create compelling offerings and services that generate demand within partners’ customer base and new prospects.
• Work closely with key focus partners to create joint business plans aligned with both organizations’ goals.
• Manage execution of plans with proactive management and follow‑up; establish and track KPIs to measure success of partner initiatives.
• Drive revenue growth through partners focusing on new logos, upsell, and partner‑initiated opportunities.
• Collaborate with the sales team to develop and execute co‑selling strategies and joint business plans.
• Develop internal processes for partner forecasting and improve forecast accuracy.
• Leverage data, metrics, and trends to manage the business proactively.
• Implement framework agreements in relevant territories.
• Review, draft, and manage partnership‑focused commercial agreements.

Qualifications

• Bachelor’s degree in Business, Marketing, or 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, preferably in cybersecurity.
• Proven ability to build a cohesive, quantifiable strategic plan for the region.
• Excellent communication, negotiation, and interpersonal skills to build trust with executive‑level relationships.
• Effective cross‑functional collaboration to drive consensus and resolve challenges.
• Strategic thinker with the ability to develop and execute plans that drive results.
• Results‑oriented focus on achieving and exceeding revenue targets.
• Experienced presenter.
• Proficiency with tools such as SFDC to leverage data, make trends, and manage business expectations.

Other Information

Seniority Level: Mid‑Senior level

Employment Type: Full‑time

Job Function: Sales & Business Development

Industry: Computer & Network Security

Salary: A$160,000 – A$175,000 (approx.)