Channel Account Manager - Nationals
At a glance
Manager-level Account Management role at Qualys. Illinois · full-time.
Pay not stated
growthroles summary, based on the employer's posting.
What you'll do
- Build joint business plans with national partners and keep execution moving through proactive follow-up
- Create partner offerings and services that generate demand among existing customers and new prospects
- Grow partner-sourced revenue by pursuing new logos, upsell opportunities, and co-selling motions
- Enable partner sales, pre-sales, and technical teams while monitoring compliance with programs
- Track KPIs, forecasts, pipeline, and performance data to guide partner decisions and improve accuracy
What you bring
- A bachelor's degree in business, marketing, or a related discipline
- At least seven years developing and managing channel or national partners
- At least seven years in software or SaaS, with cybersecurity experience preferred
- A record of building measurable strategic plans and influencing executive relationships
- SFDC experience for analyzing trends, managing expectations, and tracking business goals
Who this fits
You'll suit a senior channel leader who can build trust with national partners, influence executives, present effectively, and work across functions to resolve challenges. The role requires regular travel for partner meetings, industry conferences, and QBRs.
From the employer
Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!
About Us:
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 National Partner, Channel Account Manager to join our team.
Position Overview:
As a Channel Account Manager for National Partners, you will play a pivotal role expanding our market share through legacy national partners. 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 partner ecosystem in cybersecurity. The role requires a deep and broad understanding of how national 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 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.
Joint Business Planning:
- Work closely with assigned 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.
- Partner with marketing to define and execute partner pipeline generation, communications, program messaging, positioning
- Able to drive results of stated goals and KPIs.
Qualifications:
- Bachelor's degree in Business, Marketing, or a related field
- +7 years of proven experience in channel partner/National partner development and management
- +7 years of experience in software/SaaS markets; preferable experience in cybersecurity
- Proven experience and ability building cohesive, actionable, quantifiable strategic partner plans
- 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.
- 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.
- Proven experience and ability building a cohesive, quantifiable strategic plan for national partners
- Ability and willingness to travel for partner meetings, industry conferences, QBRs on a regular basis
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The salary range for this position is $XXX,XXX - $XXX,XXX per year. Final compensation will be determined based on several factors, including but not limited to skills, relevant experience, and work location. Please note this range reflects both base salary and incentive compensation but does not include potential equity grants. We also offer a comprehensive and highly competitive benefits package.
Qualys is an Equal Opportunity Employer, please see our EEO policy.
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