The Lead Product Manager will oversee partner portal strategies, Salesforce implementation, and channel program optimizations to drive revenue growth and improve operational efficiency in GTM systems.
Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!
About the Role
We are seeking a Lead Product Manager, GTM Systems & Partner Channel Programs. This is a high-impact role at the intersection of partner strategy, revenue operations, and enterprise systems. You will drive the end-to-end roadmap for partner portal infrastructure, Salesforce platform evolution, and CPQ/CLM/Billing transformation with direct accountability for partner adoption, channel pipeline, and commercial outcomes.
You will serve as the primary strategic bridge between Channel Sales, Partner Success, Finance, Legal, and Engineering translating complex stakeholder needs into scalable GTM systems that accelerate indirect revenue growth.
Key Responsibilities
Partner Channel Programs & PRM
- Own the global partner portal strategy and implementation using Impartner PRM integrated with Salesforce — enabling partner onboarding, deal registration, MDF management, co-sell pipeline visibility, and enablement content delivery at scale
- Architect and govern partner tier management workflows (Registered, Silver, Gold, Platinum) including automated tier qualification, benefits assignment, and renewal notifications
- Build and optimize deal registration, channel conflict resolution, and lead distribution workflows to maximize partner deal velocity and channel-sourced revenue
- Define and track partner KPIs including engagement metrics, pipeline contribution, ARR visibility, NRR impact, and portal adoption rates
Lead-to-Cash & GTM Systems (Salesforce)
- Lead the Salesforce roadmap across Sales Cloud, Service Cloud, and CPQ acting as the primary product liaison across Sales, Customer Success, Finance, Legal, and Engineering
- Own implementation and continuous improvement for complex pricing, product bundling, discount governance, and approval workflows
- Manage subscription, usage-based, and milestone billing models, integrated with ERP systems (NetSuite, RevPro) for automated invoicing and revenue recognition
- Spearhead AI-powered workflow automation across the GTM stack improving forecast accuracy, eliminating manual effort, and driving operational efficiency
Strategy, Delivery & Leadership
- Work with product management, operations, and systems functions with full accountability for roadmap execution and KPIs
- Author BRDs, user stories, data mapping specs, and acceptance criteria; facilitate UAT cycles, change management, and cutover planning for large-scale implementations
Required Experience
- 15+ years of progressive experience in GTM systems, revenue operations, or partner channel programs within high-growth B2B enterprise technology environments
- Hands-on expertise with Impartner PRM (or equivalent partner relationship management platform) integrated with Salesforce for partner portal strategy and execution
- Deep Salesforce expertise across Sales Cloud, Service Cloud and CPQ with a track record of complex, cross-cloud implementations
- Expertise spanning CPQ, CLM, and Billing from architecture through implementation and ongoing optimization
- Proven ability to own and deliver lead-to-cash transformations with measurable commercial outcomes (ARR, NRR, channel pipeline contribution)
Preferred Qualifications
Salesforce Certified Administrator and/or Developer certifications
Experience with ERP integration (NetSuite) and middleware platforms (Dell Boomi)
Background in AI-powered forecast scoring, workflow automation, or GTM analytics
Experience navigating M&A integration of GTM systems and org consolidations
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The salary range for this position is $165,000 - $190,000 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 base salary and does not include incentive compensation or 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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