Channel Account Manager

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.
• +7 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

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