Sr Channel Account Manager GSI MSSP

Qualys; California, Foster City (MO, CA); Remote; USD 185,000 - 225,000; Full time

Job summary

An established industry player is seeking a Senior GSI/MSSP Channel Account Manager to enhance its market presence through strategic partnerships. In this pivotal role, you will develop and drive business opportunities with global partners, leveraging your extensive experience in channel management and cybersecurity. The ideal candidate will possess strong organizational and communication skills, with a proven track record of engaging C-level executives. Join a forward-thinking company that values innovation and teamwork, and make a significant impact in the cybersecurity landscape.

Qualifications

• 10+ years in channel account management with GSI/MSSP partners.
• Broad knowledge of GSI/MSSP relationships and partner ecosystems.

Responsibilities

• Develop and drive business opportunities with GSI/MSSP partners.
• Build executive relationships and manage partnership agreements.
• Collaborate with marketing for partner pipeline generation.

Skills

Channel account management

GSI/MSSP strategy

Cybersecurity knowledge

Cross-functional team leadership

Presentation skills

Communication skills

Organizational skills

Education

Bachelor's degree

Job description

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

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 Partner Channel account manager to join our team and lead named global GSI/MSSP partners.

Position Overview: As Senior GSI/MSSP Channel Account Manager, you will play a pivotal role in expanding our market presence through strategic System Integrator partnerships. You will be responsible for developing and, driving incremental joint business opportunities with your named GSI/MSSP partners. The successful candidate will have a proven track record in building and managing successful GSI partner ecosystems in cybersecurity. The role requires a deep and broad understanding of the how GSI's and MSSP's operate, architecting strategies, initiatives, and influence driving growth and market share.

Key Responsibilities:

• Experience working with partners and internal stakeholders building service offerings for GSI partners.
• Proven experience and ability to build a cohesive, quantifiable strategic plan for thenamed MSSP partner
• Able to architect and evolve a managed service program that drives growth and customer success through partner consulting and managed services.
• Effective cross-functional collaborator driving consensus and resolution to challenges
• Build partner executive relationships with key GSIs
• Able to drive results of stated goals and KPIs.
• 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 commercial agreements.
• Identify and Deliver integrated product and solution offerings with MSSP and GSI Partners
• Define Sales enablement programs and GTM programs to drive joint-engagement withGSI 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, GSI communications, program messaging, positioning, serving as an advocate for the MSSP program both internally and externally.
• Collaborate with partner and product marketing to drive the creation and utilization of GSI, MSSP relevant sales collateral, service offerings as well as demand generation programs and campaigns that drive GSI, MSSP partner revenue.

Qualifications:

• Bachelor's degree (or equivalent)
• Experience in Channel account managership positions driving GSI, MSSP strategy, go to market programs, and building, managing, and delivering global GSI, MSSP programs.
• Experience working with any of the Top 6 GSI partners.
• Must possess broad knowledge of all GSI, MSSP relationships and the overall solution partner ecosystem.
• Broad experience working with all partner types and a requisite technical and business acumen with broad industry knowledge.
• Cyber security experience strongly preferred.
• Experience leading global cross-functional teams with at least 10 years of experience.
• Demonstrated history working in global SI partner business models that have successfully delivered results via outstanding partner programs.
• Outstanding presentation and communication skills, both written and verbal
• Demonstrated ability to engage and influence C-level executives.
• Strong organizational skills and attention to detail with the ability to set clear priorities in a fast-paced environment.
• Passion for technology and creating great partner experiences Ability to travel as needed.

#LI-Remote

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Annual Salary Guidelines: $185,000 - $225,000 [OTE]

Qualys is an Equal Opportunity Employer, please see our EEO policy.