Technical Account Manager

Qualys•Illinois, IN

7d•Remote

About The Position

The Technical Account Manager (TAM) manages the post-sales process for enterprise-level customers, articulating the company’s technology and product positioning to business and technical users and addressing account-level technical and business issues to support customer satisfaction. This is also a quota-carrying role focused on customer retention, renewals, and account growth, combining technical credibility with commercial awareness. The TAM supports customer adoption and utilization of Qualys solutions, manages renewal and expansion opportunities, and delivers technical and business-facing customer engagement. The role involves customer reviews and strategic planning, technical demonstrations and proofs of concept, partner collaboration, opportunity qualification, CRM pipeline management, and relaying customer feedback to Product Management and Engineering. Travel throughout the sales territory and to other locations may be required.

Requirements

5–7 years of relevant experience.
Bachelor’s degree or equivalent experience.
Strong knowledge of the security and compliance space, including Vulnerability Management, Cloud Security, Policy Compliance, Intrusion Detection Systems (IDS), Intrusion Prevention Systems (IPS), Network Scanners, PCI, Policy Compliance and Audit Tools, and other enterprise security solutions.
Strong presentation skills and the ability to communicate professionally in emails, RFP responses, and reports.
Ability to interact comfortably with all levels of customer organizations, from C-level executives to front-line technical staff.
Organized and analytical, with the ability to eliminate sales obstacles through creative and adaptive approaches.
Excellent written and oral communication skills.
Ability to travel throughout the sales territory and to other locations as needed.
Demonstrated ability to combine technical expertise with commercial judgment and work effectively toward renewal, retention, growth, and quota expectations.
Experience supporting renewals, identifying expansion opportunities, and managing customer success or account growth initiatives.

Nice To Haves

Knowledge of federal regulatory compliance issues such as ISO 27001, HIPAA, GLBA, and Sarbanes-Oxley (SOX).
Experience conducting customer business reviews, technical workshops, or executive-facing presentations.

Responsibilities

Partner with customers to drive successful adoption and utilization of Qualys solutions.
Own and manage renewal and upsell/new-business pipeline activity for assigned accounts, including account strategy, expansion planning, and renewal execution.
Provide functional and technical support to customers.
Deliver high-level and detailed sales presentations.
Attend conferences, seminars, and similar events.
Lead Quarterly and Executive Business Reviews (QBRs/EBRs), roadmap discussions, and strategic planning sessions that connect account health with expansion and renewal outcomes.
Conduct periodic business reviews to align customer objectives with platform adoption, utilization, and business outcomes.
Carry out technical proof-of-concept activities, demonstrations, and customer enablement sessions as needed.
Respond to functional and technical elements of RFIs and RFPs.
Work with key focus partners to create joint business plans aligned with both organizations’ goals.
Qualify and progress opportunities using MEDDPICC or a similar sales qualification methodology.
Maintain accurate visibility of customer opportunities and pipeline activity through the company’s CRM.
Advocate for customers by conveying their feedback, requirements, and enhancement requests to Product Management and Engineering.
Support renewals, identify expansion opportunities, and manage customer success or account growth initiatives.