The posting
Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!
About Qualys
Qualys is a leading provider of cloud-based security, compliance, and cyber risk management solutions. Trusted by more than 10,000 subscribing customers worldwide, the Qualys TruRisk Platform helps organizations consolidate security operations, reduce cyber risk, automate compliance, and gain continuous visibility across their environments.
As we continue to expand our partner-led go-to-market strategy, we are seeking an experienced Channel Account Manager to develop and grow strategic regional partner relationships across the TOLA territory.
Position Overview
The Channel Account Manager is responsible for driving measurable business growth through an assigned portfolio of channel partners. This role will develop and execute joint business plans, activate and enable partner organizations, create partner-sourced pipeline, and drive incremental revenue and new customer acquisition. The successful candidate will understand how cybersecurity partners operate and will be able to translate Qualys strategy into repeatable partner sales motions, services offerings, and joint go-to-market initiatives.
This is a highly collaborative, field-oriented role requiring strong business acumen, executive relationship skills, disciplined pipeline management, and the ability to influence both partner and internal sales organizations.
Key Responsibilities:
Partner Strategy & Business Planning
- Develop and execute strategic joint business plans with assigned priority partners, aligned to Qualys and partner business objectives.
- Establish measurable goals, milestones, owners, and KPIs for each partner plan and maintain accountability for execution.
- Identify opportunities to expand partner capabilities, market reach, services offerings, and customer engagement.
- Build and maintain strong executive and operational relationships across partner sales, technical, marketing, and services organizations.
- Develop strategies to increase partner productivity and strengthen Qualys' position within assigned partner organizations.
Pipeline & Revenue Growth
- Drive incremental partner-sourced pipeline, revenue, new-logo acquisition, customer expansion, and retention.
- Increase the number and quality of partner-initiated opportunities through account mapping, campaigns, assessments, sales plays, and other demand-generation activities.
- Collaborate with Qualys sales teams and partner sellers to develop and execute effective co-selling strategies.
- Engage partners early in the sales cycle to improve influence, services attachment, competitive differentiation, and deal velocity.
- Consistently achieve or exceed assigned revenue, pipeline, and partner-performance objectives.
Partner Activation & Enablement
- Ensure assigned partners have the sales, technical, and operational readiness required to successfully position, sell, implement, and support Qualys solutions.
- Drive partner participation in required training, certifications, program requirements, and enablement initiatives.
- Work with partners to develop differentiated services and solution offerings around the Qualys platform.
- Partner with Qualys technical, product, and sales organizations to deliver targeted enablement based on identified partner opportunities and capability gaps.
- Measure partner activation and productivity following enablement investments.
Business Management & Forecasting
- Maintain a disciplined operating cadence with assigned partners, including pipeline reviews, business reviews, joint planning sessions, and executive governance.
- Accurately forecast partner-generated business and proactively identify risks, gaps, and opportunities.
- Use Salesforce and other available data sources to evaluate pipeline health, partner productivity, business trends, and progress against established KPIs.
- Maintain visibility into partner opportunities, next steps, owners, timelines, and expected outcomes.
- Provide clear and consistent reporting on partner performance and business results.
Cross-Functional Execution
- Collaborate closely with Qualys sales, marketing, sales engineering, product management, customer success, channel operations, and other internal stakeholders.
- Partner with marketing to develop and execute joint demand-generation campaigns, communications, events, and partner-facing initiatives.
- Support the implementation of applicable partner agreements, programs, and commercial frameworks within the assigned territory.
- Represent Qualys at partner meetings, executive briefings, QBRs, customer events, and industry conferences.
Qualifications
- 5+ years of experience in channel sales, partner development, or partner management.
- 5+ years of experience in software or SaaS markets; cybersecurity experience strongly preferred.
- Demonstrated success building and growing productive partner relationships that generate measurable pipeline and revenue.
- Proven ability to develop and execute strategic, quantifiable partner business plans.
- Strong understanding of partner business models, including resale, professional services, managed services, and joint go-to-market motions.
- Experience managing partner-generated pipeline, forecasting, and revenue attainment.
- Strong analytical skills with the ability to use Salesforce and other business data to identify trends, measure performance, and make informed decisions.
- Ability to build trusted relationships and influence executives, sales leaders, technical stakeholders, and partner organizations.
- Strong presentation, communication, negotiation, and interpersonal skills.
- Strategic and results-oriented mindset with a consistent record of achieving or exceeding business objectives.
- Ability and willingness to travel regularly for partner meetings, business reviews, customer engagements, and industry events.
- Bachelor’s degree in Business, Marketing, Technology, or a related discipline, or equivalent relevant professional experience.
Qualys is an Equal Opportunity Employer, please see our EEO policy.
