Channel Account Manager

Join Our Team at Qualys

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 in the Americas.

Position Overview

As a Channel Account Manager, you will play a pivotal role expanding our Canadian partner market through regional channel partners such as VARs, resellers or distributors. You will be responsible for developing and driving incremental joint business opportunities with assigned Qualys partners. The successful candidate will have a proven track record in building and managing a successful Canadian partner ecosystems in cybersecurity. The role requires a deep and broad understanding of the how Partners operate, architecting strategies, initiatives, and influence driving growth and market share.

Key Responsibilities Include:

Partner Enablement:

• Collaborate with cross-functional teams to ensure assigned partners are equipped to deliver exceptional customer experiences.
• Drive key partner enablement and govern program compliance across sales, pre-sales and technical roles.
• Work with the partners to create compelling offerings and services generating demand within their customer base and new prospects.

Joint Business Planning:

• Work closely with key focus partners creating joint business plans aligned with both organizations' goals.
• Manage execution of plans with proactive management and follow up.
• Establish and track key performance indicators (KPIs) to measure the success of all the partner initiatives.

Sales and Revenue Growth:

• Drive revenue growth through partners identifying and capitalizing on joint business opportunities with a particular focus on new logos and customer upsell.
• Develop strategies to activate, enable, and build pipeline with partners increasing partner-initiated opportunities
• Collaborate with the sales team to develop and execute co-selling strategies with partners including Joint Business Plans
• Experience with partner forecasting developing internal processes and prowess driving forecast accuracy with partner business.
• Ability to leverage available data, metrics, and trends to proactively manage the business.
• Enabling and implementation of framework agreements signed in the relevant territory

Qualifications:

• Bachelor's degree in Business, Marketing, or a related field; MBA is a plus.
• +7 years of proven experience in channel partner/GSI development and management;
• +5 years of experience in software/SaaS markets; preferable experience in cybersecurity
• Proven experience and ability building a cohesive, quantifiable strategic plan for the region.
• Able to build trust and influence executive level relationships internally with excellent communication, negotiation and interpersonal skills.
• Effective cross-functional collaborator driving consensus and resolution to challenges.
• Strategic thinker with the ability to develop and execute plans that drive results.
• Results-oriented with a focus on achieving and exceeding revenue targets.
• Experienced presenter
• Experience with tools such as SFDC to leverage data, make trending observations and properly manage business expectations and goals.