Strategic Channel Director

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Maximise your chances of a successful application to this job by ensuring your CV and skills are a good match.

Position Overview : As a Channel Account Director, you play a pivotal role expanding our market presence through GSI / MSSP partners.

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 GSI or MSSP partner ecosystem in cybersecurity.

The role requires a deep and broad understanding of how Partners operate, architecting strategies, initiatives, and influence driving growth and marketshare.

Key Responsibilities :

Partner Enablement :

• Collaborate with cross-functional teams to ensure assigned partners are equipped to deliver exceptional customer experiences and managed services.
• Drive key partner enablement and govern program compliance across sales, pre-sales and technical roles. Drive partner training and certification achievements.
• Work with the partners to create compelling resale or MSSP offerings and services generating demand within their customer base and new prospects.
• Ensure key partners can articulate Qualys value proposition, are well versed on the Qualys platform and participating in quarterly / ongoing training opportunities.

Joint Business Planning :

• Work closely with focus partners creating joint business plans aligned with both organizations' goals. Manage execution of plans with proactive management and follow up at executive levels leading to annual growth and increased partner mindshare.
• Able to build and execute recommended initiatives aligned to company goals working closely with executives, sales, marketing, product management and enablement teams.
• Partner with marketing to define and execute quarterly / annual partner pipeline generation, communications, program messaging, positioning and thought leadership.

Ability to grow pipeline through effective activities.

• Able to work cross functionally internally and with the partner on customer expansion, renewals and upsell driving customer success with assigned partners driving high customer renewal rates.
• Effective communication and time management driving execution of key priorities.
• 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.
• Develop partners' service and customer professional service offerings driving high service attach rates.
• Collaborate with the sales team to develop and execute co-selling strategies with partners developing a unified joint customer strategy.
• Experience with partner forecasting in SFDC driving forecast accuracy with partner business.
• Ability to leverage available data, metrics, and trends to proactively manage the business.
• Enabling and implementation of partner 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 GSI and / or MSSP partner development and management;
• 7 years of experience in software / SaaS markets; preferable experience in cybersecurity.
• Proven experience and ability to build a cohesive, quantifiable strategic plan for the region or key GSI / MSSP partners.
• Able to build trust and influence executive level relationships with partners and internally with excellent communication, negotiation and interpersonal skills.
• Able to effectively present and influence key partner personnel driving increased Qualys mindshare and revenue.
• 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.
• Proficient with Microsoft applications (Powerpoint, Word, Excel, Outlook), SFDC, and conferencing tools such as Teams and Zoom.

Annual Salary Guidelines : $235,000 - $265,000 OTE

Qualys is an Equal Opportunity Employer, please see our EEO policy.

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