Public Sector Channel Manager

Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!

Position Overview:  

As a Public Sector Channel Manager (USA), you play a pivotal role in expanding our market presence through strategic partnerships. You willbe responsible for developing and driving incremental joint business opportunities with your named partners focusedon federal and state/local government. The successful candidate will have a proventrack record in building and managing successful public sector partner ecosystems in cybersecurity. The role requires a deep and broad understanding ofhow partnersoperate, architecting GTM strategies, initiatives, and influence driving growth and market share. 

Key Responsibilities: 

Partner Enablement: 

• Collaborate with cross-functional teams to ensure key partners are equipped to sell and position Qualys solutions delivering exceptional customer experiences. 

• Drive key partner enablement and govern program compliance. 

• Work withpartners in building professional services orvalue-added differentiation with integrated technologies. 

Joint Business Planning: 

• Work closely with partners creating joint business plans aligned with bothorganizations' 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 sectorpartners, identifying and capitalizing on joint business opportunities. 

• Establish partner service offerings and measure revenue growth across offerings. 

• Develop strategies to increase partner-initiated opportunities andpipeline. 

• Collaborate with the sales team to develop and execute co-selling strategies with partners including Joint Business Plans. 

• Experience with partnerforecasting, developing internal processes and prowess driving forecast accuracy with partner business. 

• Ability toleverage 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 companygoals 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. 

• Define and drivesales enablement, demand generation, and GTM initiatives 

• Achieve and exceed annual goals, including revenue, new customer acquisition, existing customerretention 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.
   

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Qualys is an Equal Opportunity Employer, please see ourEEO policy.