Account Director

Qualys; United States; On-site; USD 260,000 - 300,000; Full time

Benefits offered by this job

Comprehensive benefits package

Job summary

Qualys is seeking a driven sales professional to manage enterprise accounts, ensuring renewals and identifying upsell opportunities. You will work with internal teams to deliver exceptional service and drive revenue in cloud cybersecurity solutions.

Responsibilities include building relationships, crafting territory plans, delivering compelling presentations, and coordinating with TSEs and engineers to close deals. Travel is expected.

Qualifications

• Proven experience in account management or sales, preferably in cybersecurity or tech.
• Strong understanding of cloud cybersecurity solutions and recurring revenue models.
• Excellent communication and interpersonal skills with ability to build relationships at all levels.
• Experience in Financial Services, Banking, Capital Markets, Insurance.
• Proficient in CRM tools and sales forecasting methodologies.
• Able to analyze market trends and customer feedback to identify upsell opportunities.
• Self-motivated, results-driven and able to work independently or in a team.
• Must own accounts and coordinate account support teams.
• Highly organized with ability to manage multiple accounts and teams.

Responsibilities

• Account Management: build and maintain strong relationships with enterprise customers.
• Business Development: hunt, develop, and close upsell opportunities.
• Sales Strategy: create and execute territory plan to meet bookings targets.
• Sales Presentations: deliver high-level and detailed presentations on Qualys' solutions.
• RFI/RFP Management: tailor responses to customer requirements.
• Technical Support: collaborate with TSEs to drive successful outcomes.
• Market Awareness: stay updated on industry trends and regulatory changes.
• Conference Attendance: represent Qualys at events, virtually or in-person.
• Collaboration: align with Sales Engineers, Solution Architects, Marketing and Leadership.

Skills

Account management

Sales

CRM tools

Communication skills

Forecasting

Tools

CRM software

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

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.