Public Sector Channel Manager
At a glance
Mid-level Channel & Partnerships role at Qualys. Washington DC · full-time.
Pay not stated
Growth Roles summary, based on the employer's posting.
What you'll do
- Grow joint revenue with named partners serving federal and state or local government accounts
- Equip partners to position solutions, meet program requirements, and deliver differentiated services
- Create joint business plans, then track KPIs and follow through on execution
- Build co-selling, pipeline generation, forecasting, and demand programs with sales and marketing teams
- Increase partner-sourced opportunities, customer acquisition, retention, and account expansion
What you bring
- A bachelor's degree in business, marketing, or a related discipline is required
- At least five years of public sector channel sales experience
- At least seven years working successfully with resellers, distributors, or GSIs in SaaS technologies
- A record of building measurable public sector strategies and executive-level partner relationships
- Strong communication, negotiation, interpersonal, and cross-functional consensus-building skills
Who this fits
You’ll suit a strategic channel leader who can influence executives, coordinate sales, product, engineering, and marketing teams, and deliver against revenue and KPI goals. The role covers the United States and requires about one-quarter travel within the country.
From the employer
Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!
Position Overview:
As a Public Sector Channel Manager (USA), you play a pivotal role in expanding our market presence through strategic partnerships. You will be responsible for developing and driving incremental joint business opportunities with your named partners focused on federal and state/local government. The successful candidate will have a proven track record in building and managing successful public sector partner ecosystems in cybersecurity. The role requires a deep and broad understanding of how partners operate, architecting GTM strategies, initiatives, and influence driving growth and market share.
Key Responsibilities:
Partner Enablement:
Collaborate with cross-functional teams to ensure key partners are equipped to sell and position Qualys solutions delivering exceptional customer experiences.
Drive key partner enablement and govern program compliance.
Work with partners in building professional services or value-added differentiation with integrated technologies.
Joint Business Planning:
Work closely with partners creating joint business plans aligned with both organizations' goals.
Maniacal execution of plans with proactive management and follow up.
Establish and track key performance indicators (KPIs) measuring the success of partner initiatives.
Provide thought leadership and innovative GTM strategies to accelerate growth.
Sales and Revenue Growth:
Drive incremental revenue growth through public sector partners, identifying and capitalizing on joint business opportunities.
Establish partner service offerings and measure revenue growth across offerings.
Develop strategies to increase partner-initiated opportunities and pipeline.
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.
Qualifications:
Bachelor's degree in business, Marketing, or a related field; MBA is a plus.
+5 years of proven experience in public sector channel sales.
+7 years of proven successful experience with partners including resellers, distributors, or GSIs in Saas technologies. Preferably within the cybersecurity sector
Proven experience and ability building a cohesive, quantifiable strategic plan for a public sector 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.
Must travel as needed within the United States (approx. 25%)
Key Responsibilities:
Able to architect and evolve a strategy driving incremental growth through key public sector partners.
Has or build partner executive relationships with key partners.
Able to drive results of stated goals and KPIs.
Able to build and execute recommended initiatives aligned to company goals working closely with Product Management and partner sales and engineering teams.
Engage the Qualys Sales, Partner Sales and offering heads to create and drive revenue opportunities.
Define and drive sales enablement, demand generation, and GTM initiatives
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, serving as an advocate for the partner program service public sector specific goals.
Qualys is an Equal Opportunity Employer, please see our EEO policy.
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