Qualys
Channel Account Manager
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Channel Account Manager – UK & Ireland
Location: United Kingdom
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
- Automate the full spectrum of auditing, compliance, and protection
Joining Qualys means being part of an organisation shaping the future of cybersecurity and contributing to the most exciting missions in the world.
Position Overview
As a Channel Account Manager, you will play a pivotal role in expanding Qualys’ market presence through strategic partner relationships. You will:
- Cultivate executive and partner relationships to drive joint business opportunities
- Build and manage a portfolio of reseller partners, including VARs, MSSPs, Distributors, and GSI partners
- Develop and execute joint business plans aligned to Qualys’ go-to-market (GTM) priorities
- Architect and execute channel strategies to grow market share in the UK & Ireland
- Leverage market intelligence, data, and partner metrics to drive impactful growth initiatives
The ideal candidate will have a proven track record in building and managing reseller partner ecosystems, with a deep understanding of cybersecurity, channel dynamics, and partner ecosystems.
Key Responsibilities
Partner Strategy and Development
- Foster strong executive relationships with strategic partners to drive incremental ASV (Annual Service Value) and revenue growth.
- Collaborate with internal teams (Product, Sales, Marketing, Customer Success) to scale the partner ecosystem.
- Recruit, onboard, and manage a diverse partner portfolio in UK & Ireland, focusing on VARs, MSSPs, Distributors, and GSI partners.
- Develop joint GTM strategies with partners to align with Qualys’ business priorities.
- Build long-term partnerships and align incentives to drive mutual success.
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Partner Enablement & Compliance
- Work with cross-functional teams to ensure partners have access to resources, enablement materials, and training.
- Drive partner enablement to ensure consistent, high-quality delivery of products and services.
- Ensure compliance with partner programs and enforce best practices.
- Collaborate with partners to co-create managed service offerings to expand value delivery.
Sales and Revenue Growth
- Drive revenue growth through reseller partners, identifying and capitalising on co-selling opportunities.
- Increase partner-initiated opportunities and pipeline contribution.
- Develop co-selling strategies (Joint Business Plans, co-marketing, bundled offers).
- Drive improvement in partner-led forecasting accuracy through transparent data and expectations.
- Leverage partner metrics and trends to anticipate growth opportunities and mitigate risks.
Requirements
Education:
- Bachelor’s degree (or equivalent) in business, computer science, cybersecurity, sales, or related field.
Experience:
- 2–5 years of partner management experience, preferably in cybersecurity.
- Strong understanding of UK & Ireland reseller, MSSP, and GSI ecosystems.
- Proven experience in:
- Working with MSSPs to develop and scale service offerings.
- Driving partner-sourced pipelines and revenue growth.
- Building cohesive strategic plans for channel growth.
- Developing and executing forecast models for partner-influenced sales.
- Executive relationship-building skills to engage with C-level stakeholders across partners.
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Key Competencies:
- Strong strategic thinker with ability to adapt plans based on market conditions.
- Data-driven mindset: ability to analyse trends in partner sales, pricing, and growth metrics.
- Results-driven with focus on exceeding revenue targets and drive inter-company growth.
- Project and relationship management skills to deliver on comulti-company initiatives.
- Strong knowledge of Qualys’ solutions, cybersecurity landscape, and market trends.
Benefits & Opportunities
Join Qualys and be part of an organisation driving industry-leading innovation in cybersecurity. Beyond that, we offer:
- Competitive salary and performance-based bonuses.
- Opportunities to work with a best-in-class partner ecosystem in UK & Ireland.
- Professional and career development pathways.
- Support for your growth in the cybersecurity space through a collaborative and supportive culture.
- The chance to be part of shaping the future of cybersecurity.
join qualys today!
Qualys, Inc. (NASDAQ: QLYS) is a pioneering cloud-based security, compliance, and IT solutions provider, trusted by over 10,000 customers worldwide across the Fortune 100 and Forbes Global 100.
By joining us, you contribute to securing global businesses and shaping next-generation cybersecurity solutions.
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