Qualys · 1 day ago
Director - Global Account Management Team
Texas, United States
Full-time
Hybrid
Director/Executive
10+ years expQualys is a company that thrives on innovation and teamwork, and they are seeking a Director for their Global Account Management team. This role involves leading a team focused on retaining and expanding enterprise-level accounts, driving revenue through renewals and upsells, and ensuring clients effectively utilize the Qualys Platform during their digital transformation.
Business Process Automation (BPA)ComplianceSecuritySoftware
Responsibilities
Drive Net Retention: Move beyond simple renewals by coaching your team to identify "white space" within accounts, positioning Qualys’ integrated security and compliance solutions to replace point products
Operational Excellence: Utilize Salesforce and data-driven insights to manage pipelines and maintain accurate forecasting for sales leadership
Cross-Functional Synergy: Act as a bridge between your team and the Technical Support or Product Management teams to resolve roadblocks and align the product roadmap with enterprise customer needs
Executive Presence: Lead high-stakes Quarterly Business Reviews (QBRs) and maintain relationships with C-level stakeholders at Tier-1 global organizations
Team Leadership and Development — Recruit, mentor, and manage a team of Account Managers; set performance goals, provide coaching, and conduct regular performance reviews to build a high-performing team focused on customer retention and growth
Strategic Oversight — Develop and execute comprehensive territory and account plans across the team to meet and exceed bookings, renewal, and upsell objectives, aligning with Qualys' overall growth targets
Account Health and Retention — Oversee the team's efforts to build and maintain strong relationships with enterprise-level customers; ensure customer needs are met, monitor account health, and drive long-term partnerships through proactive engagement
Business Development Leadership — Guide the team in identifying, developing, and closing upsell opportunities within assigned accounts and territories, leveraging outbound efforts, channel partnerships, and data-driven insights
Customer Engagement and Reviews — Direct the team in managing quarterly business reviews (QBRs), executive reviews, and product roadmap sessions; maintain regular cadence calls with account teams to review health, strategies, projects, and business requirements
Process and Operations Management — Establish and enforce processes for tracking account leads, ensuring timely responses to meet company SLAs; coordinate support and technical teams to resolve product-related issues or technical challenges; oversee preparation of sales proposals, contract negotiations, and order processing
Cross-Functional Collaboration — Partner with Sales Engineers, Solution Architects, Technical Support Engineers, Sales Leadership, Marketing, and other internal teams to align on customer needs, enhance product offerings, and ensure seamless execution of customer success strategies
Market and Industry Expertise — Coach the team on positioning Qualys’ solutions effectively and analyzing market trends/customer feedback for upsell opportunities
Representation and Visibility — Represent Qualys at conferences, seminars, and industry events (virtually and in-person)
RFI/RFP Management: Respond to functional and technical elements of RFIs/RFPs, tailoring responses to align with customer requirements and demonstrate Qualys’ capabilities
Performance Monitoring and Reporting — Utilize CRM tools for accurate sales forecasting, pipeline management, and reporting; analyze team metrics to identify areas for improvement and drive results
Travel — Willingness to travel as needed to support team activities, customer meetings, and company events
Qualification
Required
10+ years proven leadership experience managing teams in account management or new business sales in cybersecurity
Strong track record of driving revenue growth through renewals, upsells, and customer retention in enterprise environments
Deep understanding of cloud cybersecurity solutions, recurring revenue models, and enterprise sales cycles
Excellent leadership, communication, and interpersonal skills, with the ability to motivate teams, build relationships at all organizational levels (including executive), and influence cross-functional stakeholders
Highly organized with experience managing multiple accounts, teams, and projects simultaneously; skilled in keeping initiatives moving forward
Proficient in CRM tools (e.g., Salesforce), sales forecasting methodologies, and contract negotiation
Demonstrated ability to develop strategies based on market trends, customer feedback, and data analysis to maximize upsell opportunities
Experience overseeing QBRs, contract negotiations, proposal preparation, and coordination with technical/support teams
Self-motivated, results-driven leader capable of thriving in a fast-paced, collaborative environment
Must be willing to travel
Preferred
Bachelor's degree preferred; advanced degree or relevant certifications a plus
Company
Qualys
Qualys is the pioneer and leading provider of information security and compliance cloud solutions.
1001-5000 employees
H1B Sponsorship
Qualys has a track record of offering H1B sponsorships. Please note that this does not
guarantee sponsorship for this specific role. Below presents additional info for your
reference. (Data Powered by US Department of Labor)
Distribution of Different Job Fields Receiving Sponsorship
Represents job field similar to this job
Trends of Total Sponsorships
2025 (62)
2024 (57)
2023 (45)
2022 (76)
2021 (57)
2020 (71)
Funding
Current Stage
Public CompanyTotal Funding
$34M2012-09-28IPO
2004-11-22Series C· $5.6M
2003-11-12Series B
Leadership Team
Philippe courtot
CEO
Sumedh Thakar
President & CEO
Recent News
2026-01-07
MarketScreener
2025-12-03
Company data provided by crunchbase