Channel Account Manager - Nationals

Qualys; Illinois; On-site; USD 110,000 - 175,000; Full time

Job summary

Qualys, a leading cybersecurity and compliance platform, seeks a National Partner, Channel Account Manager to grow our partner ecosystem with national partners across the United States. You will drive joint opportunities, manage partner relationships, and shape go-to-market strategies.

The role requires 7+ years in channel/National partner programs within SaaS, preferably cybersecurity, with strong executive communication and proven revenue-results.

Qualifications

• Bachelor's degree in Business, Marketing, or related field.
• +7 years in channel partner/National partner development and management.
• +7 years of experience in software/SaaS markets; cybersecurity preferred.
• Proven ability to build cohesive, quantifiable strategic partner plans.
• Excellent communication, negotiation and interpersonal skills; executive relationship-building.
• Willingness to travel for partner meetings and industry events.

Responsibilities

• Enable partners with cross-functional teams to deliver exceptional customer experience.
• Drive partner enablement and ensure program compliance across sales, pre-sales and technical roles.
• Create compelling offerings and services generating demand within partners' customer base and new prospects.
• Create and track joint business plans with partners; monitor KPIs.
• Drive revenue growth through partners, focusing on new logos and upsell.
• Collaborate with sales to develop and execute co-selling strategies with partners.
• Forecast with partners and improve forecast accuracy using data and trends.
• Partner with marketing to define and execute partner pipeline generation and messaging.
• Aim to achieve stated KPIs and business goals.

Skills

Partner management

Channel strategy

Cross-functional collaboration

Forecasting & data driven

Executive relationship building

Presentation skills

Education

Bachelor's degree in Business/Marketing

Tools

SFDC (Salesforce)

Job description

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

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 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 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.