Channel Account Manager - Nationals

QLYS_US Qualys, Inc.; United States; Remote; USD 110,000 - 170,000; Full time

Job summary

Qualys is a leader in information security and compliance solutions trusted by thousands of customers worldwide. The National Partner, Channel Account Manager will expand our partner ecosystem by enabling national partners, drafting joint business plans, and driving compelling co-sell opportunities.

You will use SFDC data, manage KPIs, and collaborate with sales, marketing, and technical teams to grow revenue while traveling for partner meetings. This is a remote US role with national scope.

Qualifications

• Bachelor’s degree in Business, Marketing, or a related field.
• 7+ years in channel or national partner development and management.
• 7+ years in software/SaaS markets; cybersecurity preferred.
• Proven ability to build actionable, quantifiable partner plans.
• Strong executive relationship skills and communication.
• Results-driven with revenue targets emphasis.
• Experience with SFDC to analyze data and manage expectations.
• Willingness to travel for partner meetings and QBRs.

Responsibilities

• Develop and manage joint business plans with national partners.
• Enable partners across sales, pre-sales, and technical roles.
• Drive pipeline and revenue through partner-led opportunities.
• Collaborate with sales and marketing on co-selling and campaigns.
• Track KPIs and forecast accuracy with partner data.

Skills

Partner ecosystem development

Executive stakeholder management

Forecasting & analytics

Communication & presentation

Negotiation

Cross-functional collaboration

Travel willingness

Education

Bachelor’s degree in Business, Marketing, or related field

Tools

Salesforce (SFDC)

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

#LI-remote

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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.