[Hiring] Technical Account Manager @Qualys

Role Description

The Technical Account Manager (TAM) is responsible for actively driving the post-sales process with channel customers, including strategic partners, distributors, and enterprise end‑customers. The TAM must be able to articulate the company's technology and product positioning to both business and technical users while navigating customer procurement, commercial, and renewal cycles in close alignment with partners and internal sales teams. They must be able to identify all technical and business issues of aligned accounts to ensure customer satisfaction through all stages of the sales and procurement lifecycle.

Key Responsibilities

• Sales & Renewal Activities
  • Opportunity Development: Proactively identify, qualify, and drive upsell and cross-sell opportunities within the account base.
  • Renewal Management: Own and execute the renewal strategy, ensuring contracts are renewed and expanded year-over-year.
  • Pipeline & Forecasting: Manage and update the full opportunity pipeline (CRM) for all expansion and renewal business.
  • Procurement & Commercial Support: Collaborate with account managers, distributors, and resellers to support customer procurement processes.
• Customer Success & Advisory Activities
  • Strategic Relationship Management: Maintain and develop strong business and technical relationships at all levels.
  • Platform Optimisation & Adoption: Perform regular platform health checks and business reviews; provide relevant training to maximise customer adoption.
  • Value Realisation & Reporting: Continuously track and report on product utilisation, ensuring measurable value delivery.
  • Risk Mitigation & Advocacy: Run enhancement plans for accounts at risk and assist in resolving critical technical issues.
  • Strategic Liaison: Conduct regular client visits for relationship building and collaboration.
  • Distributor & Partner Engagement: Participate in joint account planning sessions with partners and distributors.

Qualifications

• Self-motivated with strong knowledge of security, compliance, and/or monitoring systems.
• Must possess strong presentation skills and communicate professionally.
• Organised and analytical, able to eliminate sales obstacles through creative approaches.
• Knowledge of key technologies including TCP/IP, Vulnerability Management, and other relevant enterprise security solutions.
• Excellent English written and oral communication skills.
• Able to travel throughout the sales territory for customer, partner, and distributor engagements.

Requirements

• 7-10 years experience in cloud, cybersecurity, and networking related.
• A working knowledge of Cloud & Container environments is an advantage.

Benefits

• #LI-REMOTE
• #LI-LP1