Technical Account Manager

QLYS_IT Qualys Italy S.r.l.; Italia; Remote; EUR 60,000 - 90,000; Full time

Job summary

Qualys, Inc. is hiring a Technical Account Manager in Italy (Remote - Milan or Rome). You will partner with customers to drive adoption of Qualys solutions, own renewal and upsell pipelines, and provide technical support and strategic guidance.

You will lead QBRs/EBRs, conduct PoCs, and respond to RFIs/RFPs while coordinating with partners to align objectives and drive expansion. Strong security domain knowledge and travel willingness are required.

Qualifications

• Fluent Italian and English; strong presentation skills.
• 5–7 years relevant experience in security and compliance space.
• Bachelor's degree or equivalent experience.
• Able to travel across sales territory.
• Experience supporting renewals and account growth in security/compliance sectors.
• Experience conducting customer business reviews and executive-facing presentations is preferred.

Responsibilities

• Partner with customers to drive adoption of Qualys solutions.
• Own renewal and upsell/new business pipeline; develop account strategy and renewal execution.
• Provide functional and technical support; deliver high-level and detailed sales presentations.
• Lead QBRs/EBRs, roadmap discussions and strategic planning tying account health to expansion.
• Carry out technical PoCs, demonstrations and enablement sessions as needed.
• Respond to RFIs/RFPs; collaborate with partners on joint business plans.
• Qualify and progress opportunities using MEDDPICC or similar methodology.
• Maintain visibility of opportunities and pipeline in the CRM.
• Advocate for customers by conveying feedback to Product Management and Engineering.

Skills

Italian fluency

English fluency

Security and compliance expertise

Vulnerability Management

Cloud Security

Policy Compliance

IDS/IPS awareness

Network Scanners

PCI knowledge

Audit Tools

Enterprise security solutions

Education

Bachelor's degree or equivalent experience

Job description

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

Job Title and Location

Technical Account Manager

Remote Location - Milan or Rome

Responsibilities

• Partner with customers to drive successful adoption and utilization of Qualys solutions.
• Own and manage renewal and upsell/new business pipeline activity for assigned accounts, developing account strategy, expansion planning, and renewal execution.
• Provide functional and technical support to customers.
• Deliver high-level and detailed sales presentations.
• Responsible for attending conferences, seminars, etc.
• Lead Quarterly and Executive Business Reviews (QBRs/EBRs), roadmap discussions, and strategic planning sessions that tie account health to expansion and renewal outcomes.
• Conduct periodic business reviews to align customer objectives with platform adoption, utilization, and business outcomes.
• Carry out technical Proof-of-Concept activities, demonstrations, and customer enablement sessions as needed.
• Respond to functional and technical elements of RFIs/RFPs.
• Work closely with key focus partners, creating joint business plans aligned with both organizations' goals.
• Qualify and progress opportunities using MEDDPICC or a similar sales qualification methodology.
• Maintain accurate visibility of customer opportunities and pipeline activity through the Company's CRM.
• Act as a customer advocate by conveying customer feedback, requirements, and enhancement requests to Product Management and Engineering teams.

Qualifications

• Fluent Italian and fluent English
• Ideal candidate must be self-motivated with strong knowledge in security and compliance space: Vulnerability Management, Cloud Security, Policy Compliance, Intrusion Detection Systems (IDS), Intrusion Prevention Systems (IPS), Network Scanners, PCI, Policy Compliance and Audit Tools, other enterprise security solutions.
• Knowledge in a variety of Federal Regulatory Compliance issues a plus: ISO 27001, HIPAA, GLBA, Sarbanes Oxley (SOX), etc.
• Must possess strong presentation skills and be able to communicate professionally in response to emails, RFPs, and when submitting reports.
• Must be comfortable interacting at all levels within customer organizations, i.e., from C-level to front-line technical staff.
• Organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches.
• 5-7 years relevant experience.
• Bachelor's degree or equivalent experience.
• Excellent written and oral communication skills.
• Able to travel throughout sales territory and other locations as needed.
• Demonstrated ability to combine technical expertise with commercial judgement and work effectively against renewal, retention, growth, and quota expectations.
• Experience supporting renewals, identifying expansion opportunities, and managing customer success or account growth initiatives.
• Experience conducting customer business reviews, technical workshops, or executive-facing presentations is preferred.

Company

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.