Channel Account Manager

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

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 automate the full spectrum of auditing, compliance, and protection. As part of our growth strategy, we are seeking a talented and experienced Partner expert to join our team and work with our reseller partners in the UK, EMEA North, and South.

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 resellers operate, architecting strategies, initiatives, and influencing growth and market share.

Key Responsibilities:

1. 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 utilize internal teams to provide scale and drive success within the partner ecosystem.
   • Successfully recruit, enable, and develop new and existing partners in the region.
2. Partner Enablement:
   • Collaborate with cross-functional teams to ensure partners are equipped to deliver exceptional customer experiences.
   • Drive key partner enablement and ensure program compliance.
   • Work with partners to establish offerings and service offerings.
3. Joint Business Planning:
   • Work closely with partners to create joint business plans aligned with both organizations' goals.
   • Identify, nurture, and mature key strategic partners within the region.
   • Execute plans proactively with follow-up and management.
   • Establish and track key performance indicators (KPIs) to measure the success of partner initiatives.
4. Sales and Revenue Growth:
   • Drive revenue growth through reseller partners by identifying and capitalizing on joint business opportunities.
   • Establish partner service offerings and measure revenue growth across offerings.
   • Develop strategies to increase partner-initiated opportunities and pipeline.
   • Collaborate with the sales team to develop and execute co-selling strategies, including joint business plans.
   • Gain experience with partner forecasting, developing internal processes, and improving forecast accuracy.
   • Leverage data, metrics, and trends to proactively manage the partner business.

Qualifications:

1. Minimum 5 years of proven experience in partner management within the cybersecurity sector or SaaS technology.
2. Strong understanding of the reseller market and experience working in a global environment.
3. Experience working with top resellers in the region.
4. Experience building service offerings with resellers.
5. Proven ability to develop a cohesive, quantifiable strategic plan for the region.
6. Excellent communication, negotiation, and interpersonal skills to build trust and influence at the executive level.
7. Effective cross-functional collaboration skills to drive consensus and resolve challenges.
8. Strategic thinker with the ability to develop and execute result-driven plans.
9. Results-oriented with a focus on exceeding revenue targets.
10. Cybersecurity experience is strongly preferred.