Director, Strategic Partners

🔥 12 hours ago

🌵 Arizona, Florida, +3 more states – Remote

🌵 Arizona – Remote 🐊 Florida – Remote 🌽 Illinois – Remote 🌲 North Carolina – Remote 🤠 Texas – Remote

⏰ Full Time

🔴 Lead

👔 Director

🦅 H1B Visa Sponsor

This company has sponsored H1B visas in the past.

👻 Ghost score 10%

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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 the national partner strategy aligned with Qualys’ business and go-to-market objectives • Define the vision, priorities, programs, and operating model for the national partner ecosystem • Establish partner segmentation and engagement strategies • Expand Qualys’ indirect sales coverage and market reach through new and existing partners • Develop annual and quarterly partner business plans with measurable objectives, revenue targets, pipeline goals, and engagement strategies • Establish and monitor KPIs for partner recruitment, activation, pipeline generation, revenue, enablement, and retention • Develop scalable processes and programs to improve partner productivity • Build and maintain executive-level relationships with key partner organizations • Evaluate and recruit prospective strategic partners and maintain a quality partner pipeline • Expand existing strategic partner relationships • Establish partner enablement across sales, technical, product, and business competencies • Ensure partners understand Qualys technology, solutions, competitive positioning, and value proposition • Equip partner teams to identify, position, demonstrate, and sell Qualys solutions • Deliver executive-level, business, sales, and technical presentations • Own the national partner-driven pipeline and revenue strategy for North America • Drive partner-sourced and partner-influenced pipeline through joint selling, demand generation, account mapping, and go-to-market initiatives • Develop partner-led customer acquisition, upsell, cross-sell, and expansion strategies • Establish rules of engagement and joint account strategies with sales leadership • Support strategic partner opportunities through discovery, presentations, demonstrations, proposals, negotiations, and closing • Remove obstacles to opportunity progression • Measure and improve partner contribution to company revenue • Build executive relationships and serve as a senior escalation and strategic alignment point • Partner with Marketing on joint marketing, demand generation, events, and campaigns • Coordinate with Sales Engineering, Product, and Customer Success to provide partner resources and lifecycle engagement • Represent the partner organization internally and advocate for channel-growth investments • Oversee partner onboarding, contracts, program requirements, and relationship management • Establish partner performance expectations and accountability • Develop reporting and dashboards for partner performance, pipeline, revenue, training, and engagement • Ensure accurate and timely reporting • Analyze partner performance and market trends • Establish business reviews, pipeline reviews, partner planning sessions, and executive briefings • Lead, mentor, and develop channel sales professionals • Establish accountability, collaboration, customer focus, and continuous improvement • Set objectives and performance expectations • Develop talent and career growth opportunities • Deliver a scalable partner operating model and high-performing national partner organization

🎯 Requirements

• 8–12+ years of experience in channel sales, alliances, partnerships, or cybersecurity sales, with significant experience in a leadership capacity • Proven cybersecurity channel experience is required • Demonstrated success developing and executing partner strategies that generate measurable pipeline and revenue • Strong relationships and established credibility with security-focused national partners • Demonstrated ability to develop joint business plans and go-to-market strategies with strategic partners • Proven track record of achieving or exceeding revenue and pipeline objectives through channel partners • Exceptional executive presence and relationship-building skills • Excellent written, verbal, presentation, and negotiation skills • Ability to communicate complex cybersecurity technologies and business value to both technical and executive audiences • Strong analytical, organizational, and operational skills • Ability to manage multiple priorities and operate effectively in a fast-paced, high-growth environment • Experience using Salesforce or another enterprise CRM platform for pipeline management, forecasting, and reporting • Preferred: experience within cybersecurity, cloud security, vulnerability management, exposure management, compliance, or IT risk management markets • Preferred: existing executive relationships within the national partner ecosystem • Preferred: experience in a partner-first or channel-led go-to-market organization • Preferred: experience with MSSP, managed services, or security service provider business models • Bachelor's degree in Business, Marketing, Information Technology, Cybersecurity, or a related field preferred

🏖️ Benefits

• Equal Opportunity Employer • Remote work designation (#LI-Remote)