Channel Account Manager - Southeast

Qualys•Georgia, SC

1d•Remote

About The Position

Qualys is seeking an experienced Channel Account Manager to develop and grow strategic partner relationships across the Southeast territory. The role drives measurable growth through an assigned portfolio of channel partners by developing and executing joint business plans, activating and enabling partner organizations, creating partner-sourced pipeline, and driving incremental revenue and new customer acquisition. The position requires understanding cybersecurity partner business models and translating Qualys strategy into repeatable partner sales motions, services offerings, and joint go-to-market initiatives. It is a highly collaborative, field-oriented role that calls for strong business acumen, executive relationship skills, disciplined pipeline management, and the ability to influence partner and internal sales organizations.

Requirements

At least 7 years of experience in channel sales, partner development, or partner management.
At least 7 years of experience in software or SaaS markets.
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, including using Salesforce and other business data to identify trends, measure performance, and support decisions.
Ability to build trusted relationships and influence executives, sales leaders, technical stakeholders, and partner organizations.
Strong presentation, communication, negotiation, and interpersonal skills.
Strategic, results-oriented mindset and a 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.

Nice To Haves

Cybersecurity experience is strongly preferred.

Responsibilities

Develop and execute strategic joint business plans with assigned priority partners, aligned to Qualys and partner objectives.
Set measurable goals, milestones, owners, and KPIs for partner plans and maintain accountability for execution.
Identify opportunities to expand partner capabilities, market reach, services offerings, and customer engagement.
Build and maintain executive and operational relationships across partner sales, technical, marketing, and services organizations.
Develop strategies to increase partner productivity and strengthen Qualys' position within partner organizations.
Drive partner-sourced pipeline, revenue, new-logo acquisition, customer expansion, and retention.
Increase partner-initiated opportunities through account mapping, campaigns, assessments, sales plays, and other demand-generation activities.
Collaborate with Qualys sales teams and partner sellers on co-selling strategies, and engage partners early in the sales cycle to improve influence, services attachment, competitive differentiation, and deal velocity.
Achieve or exceed assigned revenue, pipeline, and partner-performance objectives.
Ensure partners have the sales, technical, and operational readiness to position, sell, implement, and support Qualys solutions.
Drive partner participation in training, certifications, program requirements, and enablement initiatives.
Work with partners to develop differentiated services and solution offerings around the Qualys platform.
Coordinate targeted partner enablement with Qualys technical, product, and sales organizations, and measure partner activation and productivity.
Maintain a regular operating cadence with partners, including pipeline reviews, business reviews, joint planning sessions, and executive governance.
Forecast partner-generated business accurately and proactively identify risks, gaps, and opportunities.
Use Salesforce and other data sources to assess pipeline health, partner productivity, business trends, and progress against KPIs.
Track partner opportunities, next steps, owners, timelines, and expected outcomes, and report partner performance and results.
Collaborate with Qualys sales, marketing, sales engineering, product management, customer success, channel operations, and other internal stakeholders.
Work with marketing on joint demand-generation campaigns, communications, events, and partner-facing initiatives.
Support implementation of applicable partner agreements, programs, and commercial frameworks in the assigned territory.
Represent Qualys at partner meetings, executive briefings, QBRs, customer events, and industry conferences.