Channel Account Manager

Qualys, Inc.; Illinois; On-site; USD 90,000 - 130,000; Full time

Job summary

Qualys, Inc. is seeking a Channel Account Manager to expand the US partner market through regional partners such as VARs, resellers, or distributors.

You will develop and drive joint business opportunities with assigned Qualys partners and build a cohesive partner ecosystem to grow market share. The role requires 7+ years in channel partner development, 7+ years in software/SaaS, and strong skills in strategy, execution, and relationship management.

Qualifications

• Bachelor's degree in Business, Marketing, or related field.
• +7 years of channel partner development and management experience.
• 7+ years in software/SaaS, preferably cybersecurity.
• Proven ability to build a strategic regional plan.
• Ability to build executive-level relationships and negotiate.

Responsibilities

• Partner Enablement: Collaborate with cross-functional teams to ensure partners deliver exceptional customer experience.
• Drive partner enablement and govern program compliance across sales, pre-sales and technical roles.
• Work with partners to create compelling offerings and services generating demand within their customer base and new prospects.
• Joint Business Planning: Develop joint business plans with focus partners and manage execution.
• Establish and track KPIs to measure success of partner initiatives.
• Sales and Revenue Growth: Drive revenue growth through partners, focusing on new logos and upselling.
• Develop strategies to activate and build pipeline with partners, increasing partner-initiated opportunities.
• Collaborate with sales to develop and execute co-selling strategies and Joint Business Plans.
• Experience with partner forecasting and driving forecast accuracy.
• Leverage data and trends to proactively manage the business.
• Execute on framework agreements in the territory.
• Manage partnership agreements and enablement programs with partners.
• Travel for partner meetings, industry conferences, QBRs.

Skills

Partner development

Channel management

Strategic planning

Executive relationships

Negotiation

Cross-functional collaboration

Sales forecasting

Data analysis

Education

Bachelor's degree in Business or Marketing

Tools

SFDC

Job description

## Channel Account ManagerApplylocations: Illinois: Wisconsin: Ohio: Michigan: Indianatime type: Full timeposted on: Posted Todayjob requisition id: R0004896Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!As a Channel Account Manager, you will play a pivotal role expanding our US partner market through regional channel partners such as VARs, resellers or distributors. You will be responsible for developing and driving incremental joint business opportunities with assigned Qualys partners. The successful candidate will have a proven track record in building and managing a successful partner ecosystem in cybersecurity. The role requires a deep and broad understanding of the how Partners operate, architecting strategies, initiatives, and influence driving growth and market share. **Key Responsibilities include:**Partner Enablement:* Collaborate with cross-functional teams to ensure assigned partners are equipped to deliver exceptional customer experience.* Drive key partner enablement and govern program compliance across sales, pre-sales and technical roles.* Work with the partners to create compelling offerings and services generating demand within their customer base and new prospects.* Joint Business Planning:* Work closely with key focus partners, creating joint business plans aligned with both organizations' goals.* Manage execution of plans with proactive management and follow up.* Establish and track key performance indicators (KPIs) to measure the success of all the partner initiatives.* Sales and Revenue Growth:* Drive revenue growth through partners identifying and capitalizing on joint business opportunities with a particular focus on new logos and customer upselling.* Develop strategies to activate, enable, and build pipeline with partners, increasing partner-initiated opportunities* Collaborate with the sales team to develop and execute co-selling strategies with partners including Joint Business Plans* Experience with partner forecasting developing internal processes and prowess driving forecast accuracy with partner business.* Ability to leverage available data, metrics, and trends to proactively manage the business.* Enabling and implementation of framework agreements signed in the relevant territory **Qualifications:*** Bachelor's degree in Business, Marketing, or a related field.* +7 years of proven experience in channel partner development and management.* +7 years of experience in software/SaaS markets; preferable experience in cybersecurity* Proven experience and ability building a cohesive, quantifiable strategic plan for the region.* Able to build trust and influence executive level relationships internally with excellent communication, negotiation and interpersonal skills.* Effective cross-functional collaborator driving consensus and resolution to challenges.* Strategic thinker with the ability to develop and execute plans that drive results.* Results-oriented with a focus on achieving and exceeding revenue targets.* Experienced presenter* Experience with tools such as SFDC to leverage data, make trending observations and properly manage business expectations and goals.**Key Responsibilities:*** Able to drive results of stated goals and KPIs.* Experience working with partners and internal stakeholders activating a successful partner ecosystem of channel partners* Proven experience and ability building a cohesive, quantifiable strategic plan for the Partner ecosystem* Build partner executive relationships with key partners or distributors* Weekly cadence managing the business to the numbers and able to leverage metrics measuring progress, challenges* Able to build and execute recommended initiatives aligned to company goals working closely with Product Management and partner Sales and architect teams.* Engage the Qualys Sales, partner Sales and offering heads to create and drive revenue opportunities.* Review, draft and manage partnership focused on commercial agreements.* Execute on partner program requirements including enablement, demand generation, and joint engagement with focus partners* Achieve and exceed annual goals, including revenue, new customer acquisition, existing customer retention and account expansion targets through partners.* Partner with marketing to define and execute partner pipeline generation, communications, program messaging, positioning* Ability and willingness to travel for partner meetings, industry conferences, QBRs on a regular basis* Effective cross-functional collaborator driving consensus and resolution to challengesQualys is an Equal Opportunity Employer, please see our EEO policy.