Technical Account Manager

QLYS_AU Qualys Australia Pty Ltd.; New Zealand; On-site; AUD 110,000 - 170,000; Full time

Job summary

Qualys is seeking a Technical Account Manager to renew, up-sell, cross-sell and close maintenance/service/license contracts for assigned accounts in the NZ region. The TAM will be the primary technical and sales contact to manage business and cultivate relationships at all levels of seniority.

The role focuses on meeting sales objectives while autonomously addressing customer needs and coordinating with product, marketing and engineering teams.

Qualifications

• Bachelor's degree required.
• 2-3 years relevant experience in IT security, compliance or sales roles.
• Excellent written and oral English communications.
• Ability to travel to meet customers and endure field engagements.

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 Qualys product capabilities to customer goals.
• Respond to customer questions on technical and business-related issues, including RFIs/RFPs.
• Promote, manage and support proofs of concept and proofs of value.
• Provide accurate forecasting on sales pipeline and maintain sales records.

Skills

Presentation skills

Communication skills

Autonomous work

Customer relationship building

Education

Bachelor's degree

Job description

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world! The Technical Account Manager will specialise in renewing, up-selling, cross-selling, and closing maintenance/service/license contracts for assigned accounts in New Zealand. They will ensure customer awareness and understanding of applicable product elements and contractual implications. They will be focused on meeting sales objectives, e.g., quota, productivity requirements. 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

Requirements:

• The ideal candidate will be self-motivated with knowledge of IT security and compliance and used to controlling typical business and sales processes
• Must possess strong presentation skills and be able to communicate professionally in response to emails, RFPs and when submitting reports.
• Organised and analytical, able to find solutions to obstacles through creative and adaptive approaches.
• 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
• Familiarity with customer presentations and negotiations
• Ability to 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, etc.)

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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.