Qualys

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Job Description :,MSSP CAM, Americas

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 Channel account manager to join our team and lead named global GSI/MSSP partners

Position Overview: As GSI/MSSP Channel account manager, you will play a pivotal role in expanding our market presence through strategic System Integrator partnerships. You will be responsible for developing and, driving incremental joint business opportunities with your named GSI/MSSP partners. The successful candidate will have a proven track record in building and managing successful GSI partner ecosystems in cybersecurity. The role requires a deep and broad understanding of the how GSI’s and MSSP’s operate, architecting strategies, initiatives, and influence driving growth and marketshare.

Key Responsibilities:

Partner Enablement:

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

Joint Business Planning:

• Work closely with named 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 named partner initiatives.

Sales and Revenue Growth:

• Drive revenue growth through GSI/MSSP 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 MSSP, GSI business

Qualifications:

• Bachelor's degree in Business, Marketing, or a related field; MBA is a plus.
• +14 years of proven experience in partner/GSI, MSSP management within the cybersecurity sector or SaaS technology
• Strong understanding of the MSSP & GSI Americas market and experience working in a global environment.
• Preferred Experience working with industry leading mssp’s /GSI’s
• Experience building service offerings with GSI and MSSP’s
• 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 partners and internal stakeholders building service offerings for GSI partners
• Proven experience and ability to build a cohesive, quantifiable strategic plan for the namd MSSP partner
• 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 GSIs
• 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 MSSP and GSI Partners 
• Define Sales enablement programs and GTM programs to drive joint-engagement with GSI Partners. 
• Achieve and exceed annual goals, including revenue, new customer acquisition, existing customer retention and account expansion targets through partners.
• Partner with marketing to define and execute partner pipeline generation, GSI communications, program messaging, positioning, serving as an advocate for the MSSP program both internally and externally.
• Collaborate with partner and product marketing to drive the creation and utilization of GSI, MSSP relevant sales collateral, service offerings as well as demand generation programs and campaigns that drive GSI, MSSP partner revenue.

Qualifications:

• Bachelor’s degree (or equivalent)
• Experience in Channel account managership positions driving GSI, MSSP strategy, go to market programs, and building, managing, and delivering global GSI, MSSP programs.
• Experience working with any of the Top 6 GSI partners.
• Must possess broad knowledge of all GSI, MSSP 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
• 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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Annual Salary Guidelines: $130,000 - $170,000 [OTE]

Qualys is an Equal Opportunity Employer, please see our EEO policy.