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Job Description : Global Technology Alliances -Channel Account Manager
About Us: Qualys is the leading provider of 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 Leader to join Our Tech Alliances Team
Position Overview: As Tech Alliances CAM, you will play a pivotal role in expanding our market presence through strategic Technology and Cloud partnerships. You will be responsible for executing a comprehensive Alliances partner strategy, cultivating executive and partner relationships, driving incremental joint business opportunities with our Tech Alliances partners. The successful candidate will have a proven track record in building and managing Cloud Partner ecosystems and Technology Alliance ecosystems in cybersecurity.
The role requires a deep and broad understanding of the how Cloud and Security Technologies interoperate , architecting strategies, initiatives, and influence driving growth and revenue
Key Responsibilities:
Technology ETM( Enterprise TruRisk management) and Cloud Partner Development:
- Implement a comprehensive partner Alliances strategy aligned with company objectives and our global Alliances partner program.
- Make strategy and program recommendations to remain competitive, while recruiting and activating existing Technology ETM partner’s Identify, recruit and activate strategic partners that complement and interoperate with our product offerings like ETM
- Foster and activate strong executive partner relationships driving incremental ASV and mutual business success.
- Drive Marketplace co-sell with select cloud Hyperscalers
- Identify target accounts and drive enablement with Cloud partner development managers
Partner Enablement:
- Collaborate with cross-functional teams to ensure partners are equipped to deliver exceptional customer experiences.
- Drive key partner enablement trainings and messaging.
- Work with partner offering management in establishing the value of our ETM offerings
- Develop integration use cases
- Create joint solution briefs for cloud and ETM partners
Joint Business Planning:
- Work closely with our Cloud and Technology 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 Technology and cloud partners identifying and capitalizing on joint business opportunities.
- Establish joint partner offerings( Co-sell and tech integrations) and measure revenue growth, influenced revenue and OEM/marketplace partnerships across offerings
- Develop strategies to increase partner-initiated opportunities and pipeline.
- Collaborate with the partner 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 Tech Alliances Business
Qualifications:
- 8+ years of proven experience in Tech Alliances and or Cloud partner/ management within cybersecurity or SaaS
- Bachelor’s degree (or equivalent)
- Broad experience working with Technology and Cloud Hyperscalers
- 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.
- Strong understanding of the Cybersecurity Tech landscape and experience working in a global environment.
- Experience building integrated technology use cases with partners
- 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.
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Annual Salary Guidelines: $190,000 - $250,000 [OTE]
Qualys is an Equal Opportunity Employer, please see our EEO policy.
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