ETM Sales Specialist (Richmond)

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!About QualysQualys, Inc. is a pioneer and leading provider of disruptive cloud-based IT, security, and compliance solutions. Our Enterprise TruRisk Management platform empowers organizations to measure, communicate, and eliminate cyber risk with precision. Trusted by thousands of global organizations, Qualys delivers innovative technologies that help businesses secure their digital ecosystems.Position SummaryAs a Sales Specialist – Cyber Risk Solutions, you will be a trusted advisor and subject matter expert supporting the sales organization in driving adoption of the Qualys TruRisk Platform. Your role will focus on enabling customers to understand the business value of cyber risk reduction and guiding them through solution design, proof-of-value, and successful implementation.You will partner closely with Account Executives, Sales Engineers, and Customer Success teams to influence strategic deals, deliver compelling presentations, and ensure customers realize measurable outcomes. This position requires a blend of technical acumen, consultative selling skills, and executive communication to help organizations reduce risk across hybrid IT environments—including cloud, OT, and enterprise assets.Key ResponsibilitiesCollaborate with Account Executives to develop and execute sales strategies for cyber risk solutions.Lead discovery sessions to understand customer pain points and align Qualys offerings to business objectives.Deliver high-impact presentations, demos, and workshops to technical and executive stakeholders.Articulate the value proposition of Qualys TruRisk Platform in terms of risk reduction and ROI.Support proof-of-concept engagements and guide customers through evaluation processes.Provide feedback to Product and Engineering teams based on customer insights and market trends.Stay current on industry frameworks (e.g., NIST CSF, CIS) and communicate how Qualys maps to compliance and risk management goals.Assist in building proposals, RFP responses, and solution architectures for complex deals.Champion adoption and expansion opportunities within existing accounts.QualificationsRequired:8+ years in cybersecurity sales, pre-sales engineering, or risk advisory roles.Strong understanding of vulnerability management, risk exposure concepts (CVEs, CVSS), and attack surface reduction.Excellent communication and presentation skills with executive presence.Ability to translate technical capabilities into business outcomes.Willingness to travel up to 50–70%.Preferred:Experience in consultative selling or solution-based sales in cybersecurity.Familiarity with cloud security (AWS, Azure, GCP) and hybrid IT environments.Experience with AI models and adoption techniquesQualys is an Equal Opportunity Employer, please see our EEO policy.SummaryLocation: North Carolina; Georgia; Virginia; ConnecticutType: Full time