Channel Account Manager

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Job Description : Reseller Channel Account Manager

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 Partner expert to join our team and work with our reseller Partners in Uk, EMEA North and south

Position Overview: As a reseller cam you will play a pivotal role in expanding our market presence through strategic partners. You will be responsible for cultivating executive and partner relationships, driving incremental joint business opportunities with our partners. The successful candidate will have a proven track record in building and managing successful reseller partner ecosystems in cybersecurity. The role requires a deep and broad understanding of the how Reseller’s operate, architecting strategies, initiatives, and influence driving growth and marketshare.

Key Responsibilities:

Partner Strategy and Development:

• Foster and activate strong executive partner relationships driving incremental ASV and mutual business success.

Partner Enablement:

• Collaborate with cross-functional teams to ensure partners are equipped to deliver exceptional customer experiences.
• Drive key partner enablement and govern program compliance.
• Work with partner offering management in establishing offerings and service offerings

Joint Business Planning:

• Work closely with partners to create 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) to measure the success of partner initiatives.

Sales and Revenue Growth:

• Drive revenue growth through Reseller 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 Reseller business

Market Analysis:

• Stay informed about market trends, competitive landscape, and industry developments to identify new opportunities and challenges.

Qualifications:

• Bachelor's degree in Business, Marketing, or a related field; MBA is a plus.
• +14 years of proven experience in partner management within the cybersecurity sector or SaaS technology
• Strong understanding of the Reseller market and experience working in a global environment.
• Experience working with top resellers in the region
• Experience building service offerings with Reseller
• Proven experience and ability building a cohesive, quantifiable strategic plan for the 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.

Top of Form

Key Responsibilities:

• Experience working with with partners and internal stakeholders building service offerings for Reseller partners
• Proven experience and ability to build a cohesive, quantifiable strategic plan for the partner segment
• Able to architect and evolve a managed service program that drives growth and customer success through partner consulting and managed services.
• Effective cross-functional collaborator driving consensus and resolution to challenges
• Build partner executive relationships with key Resellers
• Able to drive results of stated goals and KPIs.
• Weekly cadence managing the business to the numbers and able to leverage metrics measuring progress, challenges
• Able to build and execute recommended initiatives aligned to company goals working closely with Product Management and partner Sales and architect teams.
• Engage the Qualys Sales, partner Sales and offering heads to create and drive revenue opportunities.
• Review, draft and manage partnership focused commercial agreements.
• Identify and Deliver integrated product and solution offerings with and Reseller Partners
• Define Sales enablement programs and GTM programs to drive joint-engagement with Reseller Partners. 
• Achieve and exceed annual goals, including revenue, new customer acquisition, existing customer retention and account expansion targets through partners.
• Build service offerings and take them to market with Reseller partners
• Contribute to the ongoing evolution of the global partner program, strategy and operations in support of optimizing results for the region. Includes defining program objectives, management, and initiatives including ROI and KPIs for measuring partner effectiveness.
• Gather input from the key stakeholders to develop new partner program strategies.
• Work in conjunction with sales operations to track and measure the Reseller partner business, incentive models and overall success.
• Partner with marketing to define and execute partner pipeline generation, Reseller communications, program messaging, positioning, serving as an advocate for the program both internally and externally.
• Collaborate with partner and product marketing to drive the creation and utilization of Reseller, relevant sales collateral, service offerings as well as demand generation programs and campaigns that drive Reseller, partner revenue.
• Facilitate, develop, and manage training programs to ensure partners are equipped to successfully position Qualys products/solutions.
• Develop, build, and maintain trusted executive level relationships.
• Deliver excellent day-to-day operational guidance, coaching and career development guidance.

Qualifications:

• Experience in leadership positions driving Reseller, strategy, go to market programs, and building, managing, and delivering global Reseller, programs.
• Must possess broad knowledge of all Reseller relationships and the overall solution partner ecosystem.
• Broad experience working with all partner types and a requisite technical and business acumen with broad industry knowledge.
• Cyber security experience strongly preferred.
• Experience leading global cross-functional teams with at least 10 years of experience leading and managing both direct and matrix reporting organizations.
• Demonstrated history working in global SI partner business models that have successfully delivered results via outstanding partner programs.
• Outstanding presentation and communication skills, both written and verbal
• Demonstrated ability to engage and influence C-level executives.
• Strong organizational skills and attention to detail with the ability to set clear priorities in a fast-paced environment.
• Passion for technology and creating great partner experiences Ability to travel as needed.

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Qualys, Inc. (NASDAQ: QLYS) is a pioneer and leading provider of disruptive cloud-based security, compliance and IT solutions with more than 10,000 subscription customers worldwide, including a majority of the Forbes Global 100 and Fortune 100. Qualys helps organizations streamline and automate their security and compliance solutions onto a single platform for greater agility, better business outcomes, and substantial cost savings.