Qualys
SaaS technology
SeniorDirectorChannels,Americas
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“Senior Director Channels, Americas at Qualys. Skills: Partner strategy, Channel management, People leadership. Achieve and exceed annual goals. Contribute to partner program evolution”
What You'll Achieve.
Achieve and exceed annual goals; Revenue targets; New customer acquisition targets; Existing customer retention targets; Account expansion targets; Optimizing results for the region; Measuring partner effectiveness; Driving incremental joint business opportunities; Driving incremental ASV; Mutual business success; Deliver exceptional customer experiences; Driving joint accountability; Measure the success of partner initiatives; Outcome-based results; Drive revenue growth; Increase partner-initiated opportunities; Driving forecast accuracy; Identify new opportunities and challenges; Recommended actions; Growth and efficiency; Optimal performance; Driving accountability
Industry & Context.
Resolution to challenges
Ability to travel as needed
What They're Looking For.
Must Have
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), 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, Ability 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, organizational skills and attention to detail with the ability to set clear priorities in a fast-paced environment, Ability to travel as needed
Nice to Have
MBA is a plus
What You'll Do.
Achieve and exceed annual goals
Contribute to partner program evolution
Gather input for new partner program strategies
Track and measure channel partner business
Partner with marketing for pipeline generation
Collaborate with partner marketing for sales collateral
Facilitate channel enablement and training programs
Provide thought leadership for channel program
Develop executive level relationships
Deliver operational guidance and coaching
Develop and implement partner strategy
Collaborate on partner programs
Activate strategic partners
Foster executive partner relationships
Ensure partners deliver customer experiences
Drive partner enablement and compliance
Scale enablement mechanisms
Create executive-sponsored joint business plans
Execute plans with proactive management
Establish and track KPIs
Host quarterly business reviews
Drive revenue growth through partners
Develop strategies to increase partner opportunities
Collaborate on co-selling strategies
Develop internal forecasting processes
Leverage data to manage business
Stay informed about market trends
Leverage partner relationships
Build partner organization for growth
Coach high potential employees
Performance-manage expectations
How You'll Work.
Team & Collaboration
Work in conjunction with sales operations; Partner with marketing; Collaborate with partner and product marketing; Effectively partner across the entire value chain; Collaborate with cross-functional teams; Work closely with CAMs and partners; Collaborate with the sales team
Communication Scope
Excellent communication skills; Outstanding presentation and communication skills; Written and verbal communication skills
Process & Methodology
Develop and execute plans, Manage joint business plans, Proactive management and follow up
Full Job Description
Come work at a place where innovation and teamwork come together to support the most exciting missions in the world! 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, inc
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