Director, Strategic Partners

This is a fully remote position, open to applicants in Arizona, +4 more states.

📋 Description

• Develop and implement the national partner strategy that aligns with Qualys’ business goals and market approach.

• Define the vision, set priorities, create programs, and design the operational model for the national partner ecosystem.

• Create strategies for partner segmentation and engagement.

• Enhance Qualys’ indirect sales coverage and market presence through both new and existing partnerships.

• Formulate annual and quarterly partner business plans that include measurable objectives, revenue targets, pipeline goals, and engagement strategies.

• Establish and track KPIs related to partner recruitment, activation, pipeline generation, revenue, enablement, and retention.

• Develop scalable processes and programs aimed at enhancing partner productivity.

• Cultivate and sustain executive-level relationships with key partner organizations.

• Assess and recruit potential strategic partners while maintaining a quality partner pipeline.

• Strengthen existing strategic partner relationships.

• Facilitate partner enablement across sales, technical, product, and business competencies.

• Ensure partners are well-versed in Qualys technology, solutions, competitive positioning, and value proposition.

• Equip partner teams to identify, position, demonstrate, and sell Qualys solutions effectively.

• Deliver executive-level presentations encompassing business, sales, and technical aspects.

• Oversee the national partner-driven pipeline and revenue strategy for North America.

• Drive pipeline sourced by partners and influenced by partners through collaborative selling, demand generation, account mapping, and go-to-market initiatives.

• Develop strategies for partner-led customer acquisition, upselling, cross-selling, and expansion.

• Establish engagement rules and joint account strategies in collaboration with sales leadership.

• Support strategic partner opportunities through discovery, presentations, demonstrations, proposals, negotiations, and closures.

• Eliminate barriers to opportunity progression.

• Measure and enhance partner contributions to company revenue.

• Foster executive relationships and act as a senior escalation and strategic alignment point.

• Collaborate with Marketing on joint marketing efforts, demand generation, events, and campaigns.

• Coordinate with Sales Engineering, Product, and Customer Success teams to provide partner resources and lifecycle engagement.

• Represent the partner organization internally and advocate for investments in channel growth.

• Oversee partner onboarding, contracts, program requirements, and relationship management.

• Set performance expectations and accountability for partners.

• Develop reporting and dashboards on partner performance, pipeline, revenue, training, and engagement.

• Ensure precise and timely reporting.

• Analyze partner performance and market trends.

• Organize business reviews, pipeline reviews, partner planning sessions, and executive briefings.

• Lead, mentor, and cultivate channel sales professionals.

• Establish accountability, collaboration, customer focus, and continuous improvement.

• Set objectives and performance expectations.

• Create opportunities for talent development and career growth.

• Deliver a scalable partner operating model and a high-performing national partner organization.

⛳️ Requirements

• 8–12+ years of experience in channel sales, alliances, partnerships, or cybersecurity sales, with substantial leadership experience.

• Proven experience in the cybersecurity channel is essential.

• Demonstrated success in developing and executing partner strategies that generate measurable pipeline and revenue.

• Strong relationships and established credibility with national partners focused on security.

• Proven ability to create joint business plans and go-to-market strategies with strategic partners.

• Track record of achieving or surpassing revenue and pipeline objectives through channel partners.

• Exceptional executive presence and skills in relationship-building.

• Outstanding written, verbal, presentation, and negotiation abilities.

• Capable of conveying complex cybersecurity technologies and business value to both technical and executive audiences.

• Strong analytical, organizational, and operational capabilities.

• Ability to manage multiple priorities and function effectively in a fast-paced, high-growth environment.

• Experience utilizing Salesforce or another enterprise CRM platform for pipeline management, forecasting, and reporting.

• Preferred: experience in cybersecurity, cloud security, vulnerability management, exposure management, compliance, or IT risk management markets.

• Preferred: existing executive relationships within the national partner ecosystem.

• Preferred: experience in a partner-first or channel-led go-to-market organization.

• Preferred: experience with MSSP, managed services, or security service provider business models.

• A Bachelor's degree in Business, Marketing, Information Technology, Cybersecurity, or a related field is preferred.

🏝️ Benefits

• Equal Opportunity Employer

• Remote work designation (#LI-Remote)