Manage enterprise cybersecurity customer accounts, renewals, upsells, territory strategy, sales presentations, and RFI/RFP responses. Build executive relationships, conduct business and product reviews, negotiate contracts, coordinate technical and support teams, track leads and service levels, resolve customer issues, and represent Qualys at conferences. The role requires strong cybersecurity and recurring-revenue knowledge, CRM proficiency, account ownership, organization, and willingness to travel.
Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!
Overview
Qualys, a leader in cloud cybersecurity solutions, is seeking a motivated individual to join our sales team. In this role, you will be instrumental in driving sales growth by managing existing enterprise-level customer accounts, ensuring renewals, and identifying upsell opportunities. You will collaborate closely with internal teams to deliver exceptional service and contribute to our mission of securing digital transformation for our clients.
Key Responsibilities
- Account Management: Build and maintain strong relationships with enterprise-level customers, ensuring their needs are met and fostering long-term partnerships.
- Business Development: Hunt, develop, and close upsell opportunities within your assigned territory, leveraging outbound efforts and channel partnerships.
- Sales Strategy: Create and execute a comprehensive territory plan to meet and exceed bookings objectives, aligning your efforts with Qualys' growth targets.
- Sales Presentations: Deliver high-level and detailed sales presentations that effectively communicate the value of Qualys’ cybersecurity solutions to prospective clients.
- RFI/RFP Management: Respond to functional and technical elements of RFIs/RFPs, tailoring responses to align with customer requirements and demonstrate Qualys’ capabilities.
- Technical Support: Collaborate effectively with our Technical Support Engineers (TSEs) who are responsible for driving successful case outcomes.
- Market Awareness: Stay updated on industry trends, cybersecurity developments, and regulatory changes, enabling you to position Qualys’ solutions effectively in the market.
- Conference Attendance: Represent Qualys at conferences and seminars, both virtually and in-person, engaging with potential customers and showcasing our offerings.
- Collaboration: Partner with Sales Engineers, Solution Architects, Sales Leadership, and Marketing teams to align on customer needs and enhance our product offerings, ensuring seamless execution of strategies for customer success.
Qualifications
- Proven experience in account management or sales, preferably in the cybersecurity or technology sector.
- Strong understanding of cloud cybersecurity solutions and recurring revenue models.
- Excellent communication and interpersonal skills, with a demonstrated ability to build relationships at all organizational levels.
- Experience in Financial Services, Banking, Capital Markets, Insurance
- Proficient in CRM tools and sales forecasting methodologies.
- Ability to analyze market trends and customer feedback to identify upsell opportunities.
- Self-motivated, results-driven, and capable of working independently as well as collaboratively in a team environment.
- Need to own the account and effectively manage account support teams.
- Highly organized and able to manage multiple accounts and multiple accounts teams.
- Need to understand how to keep projects moving.
- Manage quarterly business reviews, executive reviews and product roadmap sessions
- Negotiating and closing contracts
- Maintain regular cadence calls with account teams to review health, strategies, projects and business requirements
- Track account leads and ensure timely response for company SLA’s
- Coordinate support and technical teams to resolve product related issues or technical challenges
- Required to preparing sales proposals, coordinating contract requirements and processing orders
- Must be willing to travel
#LI-Remote
Qualys is an Equal Opportunity Employer, please see our EEO policy.
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