Account Director

Qualys, Inc.; New York (NY); Hybrid; USD 260,000 - 300,000; Full time

Benefits offered by this job

Competitive benefits package

Job summary

Qualys, Inc. is seeking a motivated sales professional to manage enterprise accounts in the United States.

You will drive renewals, identify upsell opportunities, and work with cross-functional teams to deliver excellent service and secure digital transformation for clients. The role requires building strong client relationships, delivering strategic presentations, and coordinating with Sales Engineers and Marketing to meet growth targets.

Qualifications

• Proven experience in account management or sales in cybersecurity/tech.
• Strong knowledge of cloud cybersecurity solutions and ARR models.
• Excellent communication and relationship-building at all levels.
• Experience in Financial Services, Banking, Capital Markets, Insurance.
• Proficient in CRM tools and sales forecasting.
• Independent, results-driven, and collaborative team player.
• Ability to coordinate cross-functional teams to drive renewals and upsells.

Responsibilities

• Account management for enterprise customers, focusing on renewals.
• Identify and close upsell opportunities within territory.
• Develop and execute a territory plan to meet bookings targets.
• Deliver compelling sales presentations to clients.
• Coordinate with Sales Engineers and Marketing to align on needs.
• Respond to RFIs/RFPs and tailor responses.
• Collaborate with Technical Support to drive case outcomes.
• Represent Qualys at conferences and seminars.
• Manage quarterly business reviews and executive reviews.
• Maintain regular cadence calls to review health and requirements.
• Travel as required (remote-friendly).

Skills

Account management

Sales

Relationship building

Communication

Tools

CRM tools

Sales forecasting

Job description

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world! Overview Qualys, a leader in cloud cybersecurity solutions, is seeking a motivated individual to join our sales team. In this role, you will be instrumental in driving sales growth by managing existing enterprise-level customer accounts, ensuring renewals, and identifying upsell opportunities. You will collaborate closely with internal teams to deliver exceptional service and contribute to our mission of securing digital transformation for our clients.

Key Responsibilities

• Account Management: Build and maintain strong relationships with enterprise-level customers, ensuring their needs are met and fostering long-term partnerships.
• Business Development: Hunt, develop, and close upsell opportunities within your assigned territory, leveraging outbound efforts and channel partnerships.
• Sales Strategy: Create and execute a comprehensive territory plan to meet and exceed bookings objectives, aligning your efforts with Qualys' growth targets.
• Sales Presentations: Deliver high-level and detailed sales presentations that effectively communicate the value of Qualys’ cybersecurity solutions to prospective clients.
• RFI/RFP Management: Respond to functional and technical elements of RFIs/RFPs, tailoring responses to align with customer requirements and demonstrate Qualys’ capabilities.
• Technical Support: Collaborate effectively with our Technical Support Engineers (TSEs) who are responsible for driving successful case outcomes.
• Market Awareness: Stay updated on industry trends, cybersecurity developments, and regulatory changes, enabling you to position Qualys’ solutions effectively in the market.
• Conference Attendance: Represent Qualys at conferences and seminars, both virtually and in-person, engaging with potential customers and showcasing our offerings.
• Collaboration: Partner with Sales Engineers, Solution Architects, Sales Leadership, and Marketing teams to align on customer needs and enhance our product offerings, ensuring seamless execution of strategies for customer success.

Qualifications

• Proven experience in account management or sales, preferably in the cybersecurity or technology sector.
• Strong understanding of cloud cybersecurity solutions and recurring revenue models.
• Excellent communication and interpersonal skills, with a demonstrated ability to build relationships at all organizational levels.
• Experience in Financial Services, Banking, Capital Markets, Insurance.
• Proficient in CRM tools and sales forecasting methodologies.
• Ability to analyze market trends and customer feedback to identify upsell opportunities.
• Self-motivated, results-driven, and capable of working independently as well as collaboratively in a team environment.
• Need to own the account and effectively manage account support teams.
• Highly organized and able to manage multiple accounts and multiple accounts teams.
• Need to understand how to keep projects moving.
• Manage quarterly business reviews, executive reviews and product roadmap sessions.
• Negotiating and closing contracts.
• Maintain regular cadence calls with account teams to review health, strategies, projects and business requirements.
• Track account leads and ensure timely response for company SLA’s.
• Coordinate support and technical teams to resolve product related issues or technical challenges.
• Required to preparing sales proposals, coordinating contract requirements and processing orders.
• Must be willing to travel #LI-Remote.

The salary range for this position is $260,000 - $300,000 [OTE] per year. Final compensation will be determined based on several factors, including but not limited to skills, relevant experience, and work location. Please note this range reflects both base salary and incentive compensation but does not include potential equity grants.

Qualys is an Equal Opportunity Employer, please see our EEO policy.

We also offer a comprehensive and highly competitive benefits package.

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.