Technical Account Manager

QLYS_US Qualys; Italia; Remote; EUR 90,000 - 130,000; Full time

Job summary

Qualys is seeking a Technical Account Manager to partner with customers across Italy, including Milan and Rome, ensuring successful adoption and expansion of Qualys solutions. The role blends technical enablement with strategic account management in a security and compliance space.

You will own renewal and upsell pipelines, deliver compelling presentations, lead QBRs/EBRs, and collaborate with partners and Product teams to align objectives with business outcomes.

Qualifications

• Fluent Italian and fluent English.
• 5-7 years of relevant experience.
• Bachelor's degree or equivalent experience.
• Excellent written and oral communication skills.
• Able to travel throughout sales territory.
• Ability to engage from C-level to technical staff.
• Experience supporting renewals and expansion opportunities.
• Knowledge in security and compliance space.
• Strong presentation skills and professional email/report writing.
• Self-motivated, organized, and analytical.

Responsibilities

• Partner with customers to drive adoption and utilization of Qualys solutions.
• Own and manage renewal and upsell/new business pipeline activity for assigned accounts.
• Provide functional and technical support to customers.
• Deliver high-level and detailed sales presentations.
• Attend conferences, seminars, etc.
• Lead QBRs/EBRs, roadmap discussions and strategic planning sessions.
• Conduct periodic business reviews to align objectives with platform outcomes.
• Carry out technical PoC activities and enablement sessions as needed.
• Respond to RFIs/RFPs.
• Work with key partners on joint business plans.
• Qualify and progress opportunities using MEDDPICC or similar.
• Maintain CRM visibility of opportunities and pipeline activity.
• Advocate for customers and relay feedback to Product and Engineering.

Skills

Fluent Italian

Fluent English

Presentation skills

Customer focus

Analytical thinking

Strong communication

Self-motivated

Organized

Education

Bachelor's degree or equivalent

Job description

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

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.