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Position Overview: As the Partner Channel Leader for the Americas, you will play a pivotal role in expanding our market presence through strategic partnerships. You will be responsible for developing and executing a comprehensive partner strategy, cultivating executive and partner relationships, and driving incremental joint business opportunities with our partners. The successful candidate will have a proven track record in building and managing successful partner ecosystems in the SaaS technology or cybersecurity sector. The role requires a deep and broad understanding of the channel business, architecting and executing strategies, initiatives, and influence driving growth and marketshare.

Responsibilities:

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

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.

Provide thought leadership to guide channel program development and execution plans.

Develop, build, and maintain trusted executive level relationships.

Build, manage, and coach a best in class distributed team.

Deliver excellent day-to-day operational guidance, coaching and career development guidance.

Partner Strategy and Development:

Develop and implement a comprehensive partner strategy aligned with company objectives and global partner program.

Collaborate with partner programs, enablement, and marketing identifying key growth drivers in the Americas for the partner program

Activate strategic resale, MSSP, Consultant and distribution partners that complement our solution with vertical, regional expertise and service offerings.

Foster and activate strong executive partner relationships driving incremental ASV and mutual business success.

Partner Enablement:

Collaborate with cross-functional teams ensuring partners are equipped to deliver exceptional customer experiences.

Drive key partner enablement and govern program compliance.

Work with partner enablement and marketing scaling enablement and activation mechanisms across the Americas partner community.

Joint Business Planning:

Work closely with CAMs and partners to create executive-sponsored joint business plans aligned with both organizations' goals.

Maniacal execution of plans with proactive management and follow up driving joint accountability with partners and internal stakeholders

Establish and track key performance indicators (KPIs) to measure the success of partner initiatives.

Host quarterly business reviews with key partner executives coaching channel managers on best practices, outcome-based results and next steps

Sales and Revenue Growth:

Drive revenue growth through partner channels identifying and capitalizing on joint business opportunities.

Develop strategies to increase partner-initiated opportunities and pipeline.

Collaborate with the sales team to develop and execute co-selling strategies with partners.

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

Market Analysis & Feedback:

Stay informed about market trends, competitive landscape, and industry developments to identify new opportunities and challenges.

Leverage partner and industry relationships gaining trending insights; collaborate internally with recommended actions

People Leadership & Coaching

Able to build a partner organization for growth and efficiency with proper spans of control, consistency in job descriptions, talent mapping, and succession planning.

Effective coach and leader developing high potential employees, building and managing a best-in-class team to optimal performance.

Able to performance-manage expectations driving accountability

Qualifications:

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.

Outstanding presentation and communication skills, both written and verbal

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.

Passion for technology and creating great partner experiences Ability to travel as needed.

#LI-Remote

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The salary range for this position is $260,000 - $300,000 [OTE] per year. Final compensation will be determined based on several factors, including but not limited to skills, relevant experience, and work location. Please note this range reflects both base salary and incentive compensation but does not include potential equity grants. We also offer a comprehensive and highly competitive benefits package.

Qualys is an Equal Opportunity Employer, please see our EEO policy.

Senior Director Channels, Americas