[Hiring] Channel Account Manager @Qualys

Role Description

As we continue to expand our partner-led go-to-market strategy, we are seeking an experienced Channel Account Manager to develop and grow our strategic partner relationships across the Southeast territory.

The Channel Account Manager is responsible for driving measurable business growth through an assigned portfolio of channel partners. This role will:

• Develop and execute joint business plans.
• Activate and enable partner organizations.
• Create partner-sourced pipeline.
• Drive incremental revenue and new customer acquisition.

The successful candidate will understand how cybersecurity partners operate and will be able to translate Qualys strategy into repeatable partner sales motions, services offerings, and joint go-to-market initiatives.

This is a highly collaborative, field-oriented role requiring strong business acumen, executive relationship skills, disciplined pipeline management, and the ability to influence both partner and internal sales organizations.

Qualifications

• 7+ years of experience in channel sales, partner development, or partner management.
• 7+ years of experience in software or SaaS markets; cybersecurity experience strongly preferred.
• Demonstrated success building and growing productive partner relationships that generate measurable pipeline and revenue.
• Proven ability to develop and execute strategic, quantifiable partner business plans.
• Strong understanding of partner business models, including resale, professional services, managed services, and joint go-to-market motions.
• Experience managing partner-generated pipeline, forecasting, and revenue attainment.
• Strong analytical skills with the ability to use Salesforce and other business data to identify trends, measure performance, and make informed decisions.
• Ability to build trusted relationships and influence executives, sales leaders, technical stakeholders, and partner organizations.
• Strong presentation, communication, negotiation, and interpersonal skills.
• Strategic and results-oriented mindset with a consistent record of achieving or exceeding business objectives.
• Ability and willingness to travel regularly for partner meetings, business reviews, customer engagements, and industry events.
• Bachelor’s degree in Business, Marketing, Technology, or a related discipline, or equivalent relevant professional experience.

Requirements

• Develop and execute strategic joint business plans with assigned priority partners, aligned to Qualys and partner business objectives.
• Establish measurable goals, milestones, owners, and KPIs for each partner plan and maintain accountability for execution.
• Identify opportunities to expand partner capabilities, market reach, services offerings, and customer engagement.
• Build and maintain strong executive and operational relationships across partner sales, technical, marketing, and services organizations.
• Drive incremental partner-sourced pipeline, revenue, new-logo acquisition, customer expansion, and retention.
• Increase the number and quality of partner-initiated opportunities through account mapping, campaigns, assessments, sales plays, and other demand-generation activities.
• Collaborate with Qualys sales teams and partner sellers to develop and execute effective co-selling strategies.
• Engage partners early in the sales cycle to improve influence, services attachment, competitive differentiation, and deal velocity.
• Ensure assigned partners have the sales, technical, and operational readiness required to successfully position, sell, implement, and support Qualys solutions.
• Drive partner participation in required training, certifications, program requirements, and enablement initiatives.
• Maintain a disciplined operating cadence with assigned partners, including pipeline reviews, business reviews, joint planning sessions, and executive governance.
• Accurately forecast partner-generated business and proactively identify risks, gaps, and opportunities.
• Collaborate closely with Qualys sales, marketing, sales engineering, product management, customer success, channel operations, and other internal stakeholders.

Benefits

• Remote work options available.
• Equal Opportunity Employer.