Technical Account Management manager

Qualys; Lake Michigan Beach (MI); Remote; USD 120,000 - 180,000; Full time

Job summary

Qualys is seeking a Technical Account Manager to drive and manage the post-sales process for Enterprise customers. You will own renewal and upsell opportunities, develop account strategies, and coordinate quarterly business reviews to tie health metrics to expansions.

You will combine technical credibility with business acumen to support customer adoption, conduct PoC activities, and deliver executive-level presentations. Travel within the territory is required.

Qualifications

• Experience managing post-sale engagements for enterprise customers.
• Ability to qualify opportunities using MEDDPICC or similar framework.
• Strong presentation, negotiation, and strategic account planning skills.
• Knowledge of security, compliance, and risk considerations in large environments.

Responsibilities

• Actively drive and manage the post-sales process with enterprise customers.
• Own renewal and upsell pipeline; develop account strategy and expansion plans.
• Lead QBRs/EBRs and executive-level roadmapping discussions.
• Provide functional and technical support; deliver high-level and detailed sales presentations.
• Maintain accurate visibility of opportunities and pipeline in CRM.
• Coordinate with Product Management and Engineering on customer feedback.

Skills

MEDDPICC

QBRs

EBRs

PoC

CRM reporting

Renewals & upsell

Executive communications

Enterprise security knowledge

Education

Bachelor's degree or equivalent experience

Tools

Salesforce

CRM systems

Job description

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world! The Technical Account Manager (TAM) is responsible for actively driving and managing the post- sales process with Enterprise-level customers. Must be able to identify all technical and business issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process.

The TAM is also a quota-carrying role with responsibility for supporting customer retention, renewals, and account growth by combining technical credibility with strong commercial awareness.

Partner with customers to drive successful adoption and utilization of Qualys solutions.

Own and manage renewal and upsell/new business pipeline activity for assigned accounts, developing account strategy, expansion planning, and renewal execution.

Provide functional and technical support to customers.

Deliver high-level and detailed sales presentations.

Lead Quarterly and Executive Business Reviews (QBRs/EBRs), roadmap discussions, and strategic planning sessions that tie account health to expansion and renewal outcomes.

Conduct periodic business reviews to align customer objectives with platform adoption, utilization, and business outcomes.

Carry out technical Proof-of-Concept activities, demonstrations, and customer enablement sessions as needed.

Qualify and progress opportunities using MEDDPICC or a similar sales qualification methodology.

Maintain accurate visibility of customer opportunities and pipeline activity through the Company's CRM.

Act as a customer advocate by conveying customer feedback, requirements, and enhancement requests to Product Management and Engineering teams.

Vulnerability Management, Cloud Security, Policy Compliance, Intrusion Detection Systems (IDS), Intrusion Prevention Systems (IPS), Network Scanners, PCI, Policy Compliance and Audit Tools, other enterprise security solutions.

~ Knowledge in a variety of Federal Regulatory Compliance issues a plus: Must be comfortable interacting at all levels within customer organizations, i.e., Organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches.

~Bachelor's degree or equivalent experience.

~ Able to travel throughout sales territory and other locations as needed.

~ Demonstrated ability to combine technical expertise with commercial judgement and work effectively against renewal, retention, growth, and quota expectations.

~ Experience supporting renewals, identifying expansion opportunities, and managing customer success or account growth initiatives.

~ Experience conducting customer business reviews, technical workshops, or executive-facing presentations is preferred.

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