Channel Account Manager - Nationals

QLYS_US Qualys, Inc.; Illinois; On-site; USD 120,000 - 180,000; Full time

Benefits offered by this job

Benefits package

Job summary

Qualys, Inc. is seeking a skilled Channel Account Manager for National Partners to expand market reach through our partner ecosystem. You will enable partners, develop joint business plans, and drive revenue through co-selling and aligned marketing initiatives across national accounts.

The role requires 7+ years in channel partner development, a background in software/SaaS (cybersecurity preferred), and proficiency with SFDC. Occasional travel to partner meetings and industry events is expected.

Qualifications

• 7+ years in channel partner or national partner development and management.
• Experience in software/SaaS markets, preferably cybersecurity.
• Proven ability to build executive relationships and negotiate.
• Proficiency with SFDC and partner data analytics.

Responsibilities

• Enable partners by coordinating with sales, pre-sales and technical teams to deliver exceptional customer experiences.
• Create and drive Joint Business Plans with partners and track KPIs.
• Drive revenue growth through partner co-selling and pipeline development.
• Collaborate with marketing to define partner messaging and demand generation strategies.

Skills

Channel partner development

Executive relationship management

Cross-functional collaboration

Forecasting & analytics

Negotiation

Presentation skills

Education

Bachelor's degree in Business/Marketing or related field

Tools

SFDC / Salesforce

Job description

About Us:

Qualys is the leading provider of information security and compliance solutions at the forefront of cybersecurity. Trusted by more than 10,000 subscribing customers globally, the Qualys TruRisk Platform helps businesses simplify security operations, lower the cost of compliance by delivering critical security intelligence on demand, and automating the full spectrum of auditing, compliance and protection. As part of our growth strategy, we are seeking a talented and experienced National Partner, Channel Account Manager to join our team.

Position Overview:

As a Channel Account Manager for National Partners, you will play a pivotal role expanding our market share through legacy national partners. 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 how national partners operate, architecting strategies, initiatives, and influence, driving growth and market share.

Key Responsibilities:

• 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 assigned 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 upsell. 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. Partner with marketing to define and execute partner pipeline generation, communications, program messaging, positioning. Able to drive results of stated goals and KPIs.

Qualifications:

• Bachelor's degree in Business, Marketing, or a related field +7 years of proven experience in channel partner/National partner development and management
• +7 years of experience in software/SaaS markets; preferable experience in cybersecurity
• Proven experience and ability building cohesive, actionable, quantifiable strategic partner plans
• 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
• 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
• Proven experience and ability building a cohesive, quantifiable strategic plan for national partners
• Ability and willingness to travel for partner meetings, industry conferences, QBRs on a regular basis

The salary range for this position is $XXX,XXX - $XXX,XXX 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.