Channel Account Manager - Southeast

About the role

Qualys, a provider of cloud-based security, compliance and cyber risk management solutions, is expanding its partner-led go-to-market strategy and is looking for an experienced Channel Account Manager for the Southeast territory. The role drives business growth through an assigned portfolio of channel partners, developing joint business plans, activating partners, creating partner-sourced pipeline and delivering incremental revenue and new customer acquisition. It is a field-oriented, collaborative role.

Key responsibilities

• Develop and execute joint business plans with priority partners, set goals, milestones, owners and KPIs, and expand partner capabilities and market reach
• Build strong executive and operational relationships across partner sales, technical, marketing and services teams
• Grow partner-sourced pipeline, revenue, new-logo acquisition, customer expansion and retention through account mapping, campaigns, assessments and co-selling with Qualys sales teams
• Ensure partners have the sales, technical and operational readiness to sell and support Qualys solutions, and drive participation in training, certifications and enablement
• Maintain a disciplined operating cadence with partners, forecast partner business accurately, and report consistently on performance using Salesforce and other data sources
• Work with sales, marketing, sales engineering, product management, customer success and channel operations, and represent Qualys at partner meetings, QBRs, customer events and industry conferences

Required profile

• 7+ years of experience in channel sales, partner development or partner management
• 7+ years in software or SaaS markets; cybersecurity experience strongly preferred
• Proven track record of building productive partner relationships that generate measurable pipeline and revenue
• Bachelor's degree in Business, Marketing, Technology or a related discipline, or equivalent professional experience
• Willingness to travel regularly for partner meetings, business reviews, customer engagements and industry events

Required skills

• Strong understanding of partner business models such as resale, professional services and managed services
• Experience managing partner pipeline, forecasting and revenue attainment
• Strong analytical skills and ability to use Salesforce and other business data
• Strong presentation, communication, negotiation and interpersonal skills