Account Director

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

Job summary

Qualys, Inc. is seeking an experienced Enterprise Account Manager to drive renewals and identify upsell opportunities across enterprise clients in the US. You will collaborate with internal teams to deliver exceptional service and secure digital transformation for our clients.

Responsibilities include managing relationships, developing territory plans, delivering impactful presentations, and coordinating with Sales Engineers and TSEs to ensure successful outcomes. Travel as required.

Qualifications

• Proven experience in account management or sales
• Strong understanding of cloud cybersecurity solutions and recurring revenue models
• Excellent communication and interpersonal skills
• Must be willing to travel
• Experience in Financial Services, Banking, Capital Markets, Insurance

Responsibilities

• Build and maintain relationships with enterprise customers
• Hunt, develop, and close upsell opportunities within territory
• Create and execute a comprehensive territory plan to meet bookings objectives
• Deliver high-level and detailed sales presentations communicating value
• Respond to RFIs/RFPs with tailored responses
• Collaborate with Sales Engineers, Solution Architects, and Marketing teams
• Stay updated on industry trends and regulatory changes to position Qualys effectively
• Represent Qualys at conferences and seminars

Skills

Account management

Sales

CRM tools

Forecasting

Relationship building

Tech sales

Travel readiness

Tools

Salesforce

CRM systems

Job description

Overview

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

We also offer a comprehensive and highly competitive benefits package.

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

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.