Channel Account Manager

This is a fully remote position, open to applicants in Florida, +2 more states.

📋 Description

• Create and implement strategic joint business plans with designated priority partners.

• Set measurable objectives, milestones, responsibilities, and KPIs for each partner plan while ensuring accountability for execution.

• Discover opportunities to enhance partner capabilities, expand market reach, and improve service offerings and customer engagement.

• Cultivate and sustain executive and operational relationships across partner sales, technical, marketing, and services teams.

• Formulate strategies to boost partner productivity and reinforce Qualys' position within assigned partner organizations.

• Generate incremental partner-sourced pipeline, revenue, new-logo acquisition, customer expansion, and retention.

• Enhance partner-initiated opportunities via account mapping, campaigns, assessments, sales plays, and demand-generation initiatives.

• Collaborate with Qualys sales teams and partner sellers to develop co-selling strategies.

• Involve partners early in the sales process to enhance influence, service attachment, competitive differentiation, and deal velocity.

• Meet or surpass assigned revenue, pipeline, and partner-performance goals.

• Ensure partners possess the sales, technical, and operational readiness to position, sell, implement, and support Qualys solutions.

• Encourage partner involvement in training, certifications, program requirements, and enablement initiatives.

• Create distinctive services and solution offerings centered around the Qualys platform.

• Provide targeted partner enablement involving Qualys technical, product, and sales organizations.

• Assess partner activation and productivity following enablement investments.

• Conduct pipeline reviews, business reviews, joint planning sessions, and executive governance with assigned partners.

• Predict partner-generated business and identify risks, gaps, and opportunities.

• Utilize Salesforce and other data sources to analyze pipeline health, partner productivity, business trends, and KPI progress.

• Maintain oversight of partner opportunities, next steps, responsible parties, timelines, and anticipated outcomes.

• Report on partner performance and business outcomes.

• Collaborate with Qualys sales, marketing, sales engineering, product management, customer success, channel operations, and other stakeholders.

• Plan and execute joint demand-generation campaigns, communications, events, and partner-facing initiatives.

• Assist in implementing partner agreements, programs, and commercial frameworks within the designated territory.

• Represent Qualys at partner meetings, executive briefings, QBRs, customer events, and industry conferences.

⛳️ Requirements

• Minimum of 7 years of experience in channel sales, partner development, or partner management.

• At least 7 years of experience in software or SaaS markets; experience in cybersecurity is highly preferred.

• Proven track record of building and nurturing productive partner relationships that yield measurable pipeline and revenue.

• Demonstrated ability to devise and implement strategic, quantifiable partner business plans.

• Strong comprehension of partner business models, including resale, professional services, managed services, and joint go-to-market strategies.

• Experience in managing partner-generated pipeline, forecasting, and revenue achievement.

• Excellent analytical skills with the capability to leverage Salesforce and other business data to identify trends, assess performance, and make informed decisions.

• Skill in establishing trusted relationships and influencing executives, sales leaders, technical stakeholders, and partner organizations.

• Strong presentation, communication, negotiation, and interpersonal abilities.

• Strategic and results-driven mindset with a consistent history of meeting or exceeding business targets.

• Willingness and ability to travel frequently for partner meetings, business reviews, customer engagements, and industry events.

• Bachelor’s degree in Business, Marketing, Technology, or a related field, or equivalent relevant professional experience.

🏝️ Benefits

• Competitive salary and performance-based incentives.

• Comprehensive health, dental, and vision insurance.

• Opportunities for professional development and career advancement.

• Flexible work arrangements and a supportive work environment.