Channel Account Manager

🔥 1 minute ago

🐊 Florida, North Carolina, +1 more states – Remote

🐊 Florida – Remote 🌲 North Carolina – Remote 🌴 South Carolina – Remote

⏰ Full Time

🟠 Senior

🔴 Lead

💰 Account Manager

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 10%

What it means: how likely this posting is sitting open without active hiring.How to read it: 60% or higher means we think this is a ghost. Lower scores are less of a worry.How we score it: age, reposts, open roles vs team size, how fast jobs close, and whether pay is listed.Fine print: an estimate from public data, not a judgment of the company. Real jobs can score high, so treat it as a hint, not a fact.

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Qualys

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

🔒 Cybersecurity

☁️ SaaS

📋 Compliance

💰 $5.6M Series C on 2004-11

Cybersecurity • SaaS • Compliance

Qualys is a pioneer and leading provider of disruptive cloud-based security, compliance, and IT solutions with over 10,000 subscription customers worldwide, including a majority of the Forbes Global 100 and Fortune 100 companies. Founded in 1999, Qualys offers a unified platform for automating security and compliance solutions, enabling organizations to streamline vulnerability detection and protection across various IT assets, including on-premises systems, endpoints, servers, public and private clouds, containers, and mobile devices. The Qualys Cloud Platform utilizes a single agent to continuously deliver critical security intelligence, and is strategically partnered with major cloud service providers, including Amazon Web Services, Google Cloud Platform, and Microsoft Azure.

📋 Description

• Develop and execute strategic joint business plans with assigned priority partners • Establish measurable goals, milestones, owners, and KPIs for each partner plan and maintain accountability for execution • Identify opportunities to expand partner capabilities, market reach, services offerings, and customer engagement • Build and maintain executive and operational relationships across partner sales, technical, marketing, and services organizations • Develop strategies to increase partner productivity and strengthen Qualys' position within assigned partner organizations • Drive incremental partner-sourced pipeline, revenue, new-logo acquisition, customer expansion, and retention • Increase partner-initiated opportunities through account mapping, campaigns, assessments, sales plays, and demand-generation activities • Collaborate with Qualys sales teams and partner sellers on co-selling strategies • Engage partners early in the sales cycle to improve influence, services attachment, competitive differentiation, and deal velocity • Achieve or exceed assigned revenue, pipeline, and partner-performance objectives • Ensure partners have sales, technical, and operational readiness to position, sell, implement, and support Qualys solutions • Drive partner participation in training, certifications, program requirements, and enablement initiatives • Develop differentiated services and solution offerings around the Qualys platform • Deliver targeted partner enablement with Qualys technical, product, and sales organizations • Measure partner activation and productivity following enablement investments • Maintain pipeline reviews, business reviews, joint planning sessions, and executive governance with assigned partners • Forecast partner-generated business and identify risks, gaps, and opportunities • Use Salesforce and other data sources to evaluate pipeline health, partner productivity, business trends, and KPI progress • Maintain visibility into partner opportunities, next steps, owners, timelines, and expected outcomes • Report on partner performance and business results • Collaborate with Qualys sales, marketing, sales engineering, product management, customer success, channel operations, and other stakeholders • Develop and execute joint demand-generation campaigns, communications, events, and partner-facing initiatives • Support implementation of partner agreements, programs, and commercial frameworks within the assigned territory • Represent Qualys at partner meetings, executive briefings, QBRs, customer events, and industry conferences

🎯 Requirements

• 7+ years of experience in channel sales, partner development, or partner management • 7+ years of experience in software or SaaS markets; cybersecurity experience strongly preferred • Demonstrated success building and growing productive partner relationships that generate measurable pipeline and revenue • Proven ability to develop and execute strategic, quantifiable partner business plans • Strong understanding of partner business models, including resale, professional services, managed services, and joint go-to-market motions • Experience managing partner-generated pipeline, forecasting, and revenue attainment • Strong analytical skills with the ability to use Salesforce and other business data to identify trends, measure performance, and make informed decisions • Ability to build trusted relationships and influence executives, sales leaders, technical stakeholders, and partner organizations • Strong presentation, communication, negotiation, and interpersonal skills • Strategic and results-oriented mindset with a consistent record of achieving or exceeding business objectives • Ability and willingness to travel regularly for partner meetings, business reviews, customer engagements, and industry events • Bachelor’s degree in Business, Marketing, Technology, or a related discipline, or equivalent relevant professional experience