Qualys

Senior Director, Channels, Americas

Texas, USA · Director

Sponsorship not specified$260k-$300kDetected 21 days ago

SalesNegotiationForecastingLeadershipCommunicationMentoringOrganizational Skills

About the role

The role requires a deep and broad understanding of the channel business, architecting and executing strategies, initiatives, and influence driving growth and marketshare.

Contribute to the ongoing evolution of the global partner program, strategy and operations in support of optimizing results for the region.
Includes defining program objectives, management, and initiatives including ROI and KPIs for measuring partner effectiveness.
Gather input from the key stakeholders to develop new partner program strategies.
Work in conjunction with sales operations to track and measure the region's channel partner business, incentive models and overall success.
Partner with marketing to define and execute partner pipeline generation, channel communications, program messaging, positioning, serving as an advocate for the channel program both internally and externally.
Collaborate with partner and product marketing to drive the creation and utilization of channel partner relevant sales collateral as well as demand generation programs and campaigns that drive channel partner revenue.
Effectively partner across the entire value chain to enable all partners, including Solution Providers, Distribution, System Integrators, Value-added Resellers, Managed Service Providers and Consultants
Facilitate, develop, and manage channel enablement, and training programs to ensure partners are equipped to successfully position Qualys products/solutions.
Develop, build, and maintain trusted executive level relationships.
Build, manage, and coach a best in class distributed team.

Demonstrated ability to engage and influence C-level executives.
Strong organizational skills and attention to detail with the ability to set clear priorities in a fast-paced environment.
Experience with partner forecasting developing internal processes and prowess driving forecast accuracy with partner business
Bachelor's degree in Business, Marketing, or a related field; MBA is a plus.
+10 years of proven experience in partner/channel management within the cybersecurity sector or SaaS technology
+7 years of proven people leadership in the partner organization managing a global team (min 8 people and/or $1B annual revenue)
Must possess broad knowledge of all channel relationships including resellers, distribution, MSSPs, system integrators, cloud services providers, technology and alliances and the overall solution partner ecosystem.
Demonstrated history working in global, complex partner business models that have successfully delivered results via outstanding partner programs.
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.

Achieve and exceed annual goals, including revenue, new customer acquisition, existing customer retention and account expansion targets through partners.

This listing is sourced directly from Qualys's careers page and normalized into a canonical job model.