Channel Account Manager

Channel Account Manager

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!

Position Overview:

As a Channel Account Manager, you will play a pivotal role expanding our ANZ partner market through regional channel partners such as VARs, resellers or distributors. You will be responsible for developing and driving incremental joint business opportunities with assigned Qualys partners. The successful candidate will have a proven track record in building and managing a successful partner ecosystems in cybersecurity. The role requires a deep and broad understanding of the how Partners operate, architecting strategies, initiatives, and influence driving growth and marketshare.

Key Responsibilities Include:

• Partner Enablement: Collaborate with cross-functional teams to ensure assigned partners are equipped to deliver exceptional customer experiences.
• Drive key partner enablement and govern program compliance across sales, pre-sales and technical roles.
• Work with the partners to create compelling offerings and services generating demand within their customer base and new prospects.
• Joint Business Planning: Work closely with key focus partners creating joint business plans aligned with both organizations' goals.
• Manage execution of plans with proactive management and follow up.
• Establish and track key performance indicators (KPIs) to measure the success of all the partner initiatives.
• Sales and Revenue Growth: Drive revenue growth through partners identifying and capitalizing on joint business opportunities with a particular focus on new logos and customer upsell.
• Develop strategies to activate, enable, and build pipeline with partners increasing partner-initiated opportunities.
• 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 business.
• Enabling and implementation of framework agreements signed in the relevant territory

Qualifications:

• Bachelor's degree in Business, Marketing, or a related field; MBA is a plus.
• +5 years of proven experience in channel partner/GSI development and management;
• +5 years of experience in software/SaaS markets; preferable experience in cybersecurity.
• 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.
• Experienced presenter
• Experience with tools such as SFDC to leverage data, make trending observations and properly manage business expectations and goals.

Key Responsibilities:

• Able to drive results of stated goals and KPIs.
• Experience working with partners and internal stakeholders activating a successful partner ecosystem of channel partners.
• Proven experience and ability building a cohesive, quantifiable strategic plan for the Partner ecosystem.
• Build partner executive relationships with key partners or distributors.
• 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.
• Execute on partner program requirements including enablement, demand generation, and joint-engagement with focus 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, communications, program messaging, positioning.
• Ability and willingness to travel for partner meetings, industry conferences, QBRs on a regular basis.
• Effective cross-functional collaborator driving consensus and resolution to challenges.