Technical Account Manager

QLYS_AU Qualys Australia Pty Ltd.; Sydney; On-site; AUD 120,000 - 160,000; Full time

Job summary

Qualys, Inc. in Australia is seeking a Technical Account Manager based in Sydney to renew, upsell and close contracts for enterprise accounts. You will ensure customer understanding of product elements and contractual implications, while meeting sales objectives.

The role involves managing both technical and sales communications with enterprise customers, building relationships at all seniority levels, and traveling within the Sydney region to support customers.

Qualifications

• Bachelor's degree required.
• 2–3 years relevant experience in a TAM or enterprise sales role.
• Excellent written and oral English.
• Strong communication and presentation skills.
• Ability to work autonomously and manage multiple priorities.
• Experience blending technical and commercial requirements for customers.

Responsibilities

• Maintain and develop business and technical relationships across levels to uncover opportunities.
• Deliver engaging sales presentations tailored to audience.
• Demonstrate product capabilities to support customer goals.
• Respond to RFIs/RFPs and manage POCs/POVs.
• Provide accurate forecasting on sales pipeline.
• Maintain sales records and complete reports as needed.
• Collaborate with Product, Marketing and Engineering to drive customer requirements.
• Travel onsite regularly to meet customers.

Skills

English proficiency

Autonomy

Sales presentation

Stakeholder management

Negotiation

Communication skills

Education

Bachelor's degree

Job description

Job Description Summary

The Technical Account Manager specialises in renewing, up-selling, cross-selling, and closing maintenance/service/license contracts for assigned region or account(s). Must be based in Sydney, Australia, to support customers across the Sydney region. Ensures customer awareness and understanding of applicable product elements and contractual implications. Must meet sales objectives, e.g., quota, productivity requirements.

Description

As a Qualys TAM the candidate will hold responsibility for both the technical and sales contact with enterprise selected customer in order to manage business, establishing and growing strong relationships at all levels of business seniority within the customer’s management. The ideal candidate will work autonomously, identifying and successfully working on customers' needs and plans and interacting with your management on key topics and milestones of the activity.

Responsibilities

• Maintain and develop business and technical relationships at all levels to identify and develop potential new business opportunities within aligned accounts
• Deliver engaging sales presentations that are relevant to the audience
• Demonstrate, prove and align product capabilities to support customer goals
• Respond to customer questions on technical and business-related issues, including RFIs/RFPs
• Actively promoting, managing and supporting POCs / POVs
• Provide accurate forecasting on Sales pipeline
• Maintain sales admin records and completing sales reports when necessary
• Carefully monitor the quality of all services Qualys delivers to the customer
• Raise any necessary alert for the customer’s business or technical situation in a timely manner
• Act as the customer champion within Qualys
• Work with Product Management, Marketing and Engineering teams to drive customer requirements
• Travel onsite regularly to meet with customers to be an extension of their security team

Qualifications

• Bachelor's degree
• 2-3 years relevant experience

Excellent written and oral English

Excellent written and oral communication skills

Proven ability to work autonomously on your assigned disciplines and/or tasks

This is a sales role so familiarity with customer presentations and negotiations is desired. Keep sales admin up to date and complete sales reports when necessary.

Experienced at blending technical details with commercial requirements and communicating such matters in a customer-oriented way.

Able to handle multiple and sometimes conflicting customer priorities.

Able to travel throughout the sales territory

Desired Attributes

• Knowledge of key technologies and subjects including TCP/IP and networking, Vulnerability Management, Policy Compliance/Audit Tools, Network Security, Web App Security, Endpoint Detection and Response, File integrity Monitoring Patch management, Cloud Security, Containers, DevOps cycle and API scripting (curl, python, …)

Qualys, Inc. (NASDAQ: QLYS) is a pioneer and leading provider of disruptive cloud-based security, compliance and IT solutions with more than 10,000 subscription customers worldwide, including a majority of the Forbes Global 100 and Fortune 100. Qualys helps organizations streamline and automate their security and compliance solutions onto a single platform for greater agility, better business outcomes, and substantial cost savings.