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Qualys · 1 week ago

Channel Account Manager

Massachusetts, United States

Full-time

Hybrid

Senior Level

$180K/yr - $210K/yr

7+ years exp

Qualys is a company focused on innovation and teamwork, seeking a Channel Account Manager to expand their US partner market. The role involves developing joint business opportunities with partners in cybersecurity and managing a successful partner ecosystem.

Business Process Automation (BPA)ComplianceSecuritySoftware

H1B Sponsor Likely

Responsibilities

Collaborate with cross-functional teams to ensure assigned partners are equipped to deliver exceptional customer experience

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

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

Drive revenue growth through partners identifying and capitalizing on joint business opportunities with a particular focus on new logos and customer upselling

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

Able to drive results of stated goals and KPIs

Experience working with partners and internal stakeholders activating a successful partner ecosystem of channel partners

Proven experience and ability building a cohesive, quantifiable strategic plan for the Partner ecosystem

Build partner executive relationships with key partners or distributors

Weekly cadence managing the business to the numbers and able to leverage metrics measuring progress, challenges

Able to build and execute recommended initiatives aligned to company goals working closely with Product Management and partner Sales and architect teams

Engage the Qualys Sales, partner Sales and offering heads to create and drive revenue opportunities

Review, draft and manage partnership focused on commercial agreements

Execute on partner program requirements including enablement, demand generation, and joint engagement with focus partners

Achieve and exceed annual goals, including revenue, new customer acquisition, existing customer retention and account expansion targets through partners

Partner with marketing to define and execute partner pipeline generation, communications, program messaging, positioning

Ability and willingness to travel for partner meetings, industry conferences, QBRs on a regular basis

Effective cross-functional collaborator driving consensus and resolution to challenges

Qualification

Channel partner developmentCybersecurity experienceStrategic planningSales growth strategiesSFDC proficiencyEffective presenterCommunicationNegotiation skillsInterpersonal skillsCross-functional collaborationResults-oriented

Required

Bachelor's degree in Business, Marketing, or a related field

+7 years of proven experience in channel partner development and management

+7 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