Channel Account Manager

Qualys; Italia; In loco; EUR 50.000 - 80.000; Tempo pieno

Descrizione del lavoro

A leading company in cybersecurity solutions is seeking a Channel Account Manager to expand its market presence through strategic partners. The successful candidate will cultivate relationships, drive revenue growth, and develop joint business plans with resellers in Italy. This role requires a strong background in partner management and excellent communication skills.

Competenze

• 5+ years of experience in partner management within cybersecurity or SaaS technology.
• Strong understanding of the Italian partner ecosystem.
• Experience working with top resellers and advisories.

Mansioni

• Foster executive partner relationships to drive business success.
• Collaborate with teams to ensure partners deliver exceptional customer experiences.
• Drive revenue growth through joint business opportunities.

Conoscenze

Partner Management

Negotiation

Communication

Strategic Thinking

Cross-functional Collaboration

Descrizione del lavoro

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 automating 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 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 influence driving 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 govern program compliance.
   • Work with partner management 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 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.
   • Experience with partner forecasting, developing internal processes, and driving forecast accuracy.
   • Leverage data, metrics, and trends to proactively manage the reseller business.
5. Market Analysis :
   • Stay informed about market trends, the competitive landscape, and industry developments to identify new opportunities and challenges.
6. Qualifications :
   • 5+ years of proven experience in partner management within cybersecurity or SaaS technology.
   • Strong understanding of the Italian partner ecosystem and experience in a global environment.
   • Experience working with top resellers, MSSPs, GSIs, and advisories in the region.
   • Experience building service offerings with resellers.
   • Proven ability to develop strategic plans for the region.
   • Excellent communication, negotiation, and interpersonal skills to build trust and influence at the executive level.
   • Effective cross-functional collaboration skills.
   • Strategic thinker with a results-driven approach.
   • Cybersecurity experience is strongly preferred.