Public Sector Channel Manager
Found in: Lensa US P 2 C2 - 2 weeks ago
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Public Sector Channel Manager
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locations
District of Columbia
Virginia
Maryland
time type
Full time
posted on
Posted Yesterday
job requisition id
R0001508
Come work at a place where innovation and teamwork come together to support the most exciting missions in the world
About Us:
Qualys is the leading provider of information security and compliance solutions at the forefront of cybersecurity. Trusted by more than 10,000 subscribing customers globally, the Qualys TruRisk Platform helps businesses simplify security operations, lower the cost of compliance by delivering critical security intelligence on demand, and automating the full spectrum of auditing, compliance and protection. As part of our growth strategy, we are seeking a talented and experienced Partner Channel account manager to join our team and lead named global GSI/MSSP partners
Position Overview:
As a Public Sector Channel Manager (USA), you play a pivotal role in expanding our market presence through strategic partnerships. You will be responsible for developing and, driving incremental joint business opportunities with your named partners focused in federal and state/local government. The successful candidate will have a proven track record in building and managing successful public sector partner ecosystems in cybersecurity. The role requires a deep and broad understanding of the how partners operate, architecting GTM strategies, initiatives, and influence driving growth and marketshare.
Key Responsibilities:
Partner Enablement:
Collaborate with cross-functional teams to ensure key partners are equipped to sell and position Qualys solutionos delivering exceptional customer experiences.
Drive key partner enablement and govern program compliance.
Work with partners building professional services or value added differentation with integrated technologies.
Joint Business Planning:
Work closely with partners creating joint business plans aligned with both organizations' goals.
Maniacal execution of plans with proactive management and follow up
Establish and track key performance indicators (KPIs) measuring the success of partner initiatives.
Provide thought leadership and innovative GTM strategies to accelerate growth.
Sales and Revenue Growth:
Drive incremental revenue growth through public sector partners identifying and capitalizing on joint business opportunities.
Establish Partner service offerings and measure revenue growth across offerings
Develop strategies to increase partner-initiated opportunities and pipeline.
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
Qualifications:
Bachelor's degree in Business, Marketing, or a related field; MBA is a plus.
+5 years of proven experience in public sector channel sales.
+7 years of proven successful experience with partners including resellers, distributors, or GSIs in Saas technologies. Preferably within the cybersecurity sector
Proven experience and ability building a cohesive, quantifiable strategic plan for a public sector 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.
Must travel as needed within the United States (approx 25%)
Key
Responsibilities:
Able to architect and evolve a strategy driving incremental growth through key public sector partners. .
Has or build partner executive relationships with key partners
Able to drive results of stated goals and KPIs.
Able to build and execute recommended initiatives aligned to company goals working closely with Product Management and partner Sales and engineering teams.
Engage the Qualys Sales, partner Sales and offering heads to create and drive revenue opportunities.
Review, draft and manage partnership focused commercial agreements.
Define and drive Sales enablement, demand generation, and GTM initiatives driving joint-engagement
with 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, serving as an advocate for the partner program service public sector specific goals
Qualys is an Equal Opportunity Employer, please see our EEO policy .
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Qualys, Inc. (NASDAQ: QLYS) is a pioneer and leading provider of disruptive cloud-based security, compliance and IT solutions with more than 10,000 subscription customers worldwide, including a majority of the Forbes Global 100 and Fortune 100. Qualys helps organizations streamline and automate their security and compliance solutions onto a single platform for greater agility, better business outcomes, and substantial cost savings.
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