Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!
As the Director oftheGlobalAccount Managementteam, you will lead a team of AccountDirectorsfocused on the retention and expansion of enterprise-level accounts. Your primaryobjectiveis to drive revenue through renewals and upsells while ensuring clients successfully navigate their digital transformation using theQualysPlatform.
Strategy for Success in this Role
Drive Net Retention:Move beyond simple renewals by coaching your team toidentify"white space" within accounts, positioning Qualys' integrated security and compliance solutions to replace point products.
Operational Excellence:UtilizeSalesforceand data-driven insights to manage pipelines andmaintainaccurateforecasting for sales leadership.
Cross-Functional Synergy:Act as a bridge between your team and the Technical Support or Product Management teams to resolve roadblocks and align the product roadmap with enterprise customer needs.
Executive Presence:Lead high-stakes Quarterly Business Reviews (QBRs) andmaintainrelationships with C-level stakeholders at Tier-1 global organizations.
Key Responsibilities
Team Leadership and Development- Recruit, mentor, and manage a team of Account Managers; set performance goals, provide coaching, and conduct regular performance reviews to build a high-performing team focused on customer retention and growth.
Strategic Oversight- Develop and execute comprehensive territory and account plans across the team to meet and exceed bookings, renewal, and upsellobjectives, aligning with Qualys' overall growth targets.
Account Health and Retention- Oversee the team's efforts to build andmaintainstrong relationships with enterprise-level customers; ensure customer needs are met,monitoraccount health, and drive long-term partnerships through proactive engagement.
Business Development Leadership-Guidethe team inidentifying, developing, and closing upsell opportunities within assigned accounts and territories,leveragingoutbound efforts, channel partnerships, and data-driven insights.
Customer Engagement and Reviews- Direct the team in managing quarterly business reviews (QBRs), executive reviews, and product roadmap sessions;maintainregular cadence calls with account teams to review health, strategies, projects, and business requirements.
Process and Operations Management- Establish and enforce processes for tracking account leads, ensuringtimelyresponses to meet company SLAs; coordinate support and technical teams to resolve product-related issues or technical challenges; oversee preparation of sales proposals, contract negotiations, and order processing.
Cross-Functional Collaboration- Partner with Sales Engineers, Solution Architects, Technical Support Engineers, Sales Leadership, Marketing, and other internal teams to align on customer needs, enhance product offerings, and ensure seamless execution of customer success strategies.
Market and Industry Expertise-Coachthe team on positioning Qualys' solutions effectively and analyzing market trends/customer feedback for upsell opportunities.
Representation and Visibility- Represent Qualys at conferences, seminars, and industry events (virtually and in-person).
RFI/RFP Management:Respond to functional and technical elements of RFIs/RFPs, tailoring responses to align with customer requirements and demonstrate Qualys' capabilities.
Performance Monitoring and Reporting- Utilize CRM tools foraccuratesales forecasting, pipeline management, and reporting; analyze team metrics toidentifyareas for improvement and drive results.
Travel- Willingness to travel as needed to support team activities, customer meetings, and company events.
Qualifications
10+yearsproven leadership experience managing teams in account management ornew business sales incybersecurity.
Strongtrack recordof driving revenue growth through renewals, upsells, and customer retention in enterprise environments.
Deep understanding of cloud cybersecurity solutions, recurring revenue models, and enterprise sales cycles.
Excellent leadership, communication, and interpersonal skills, with the ability to motivate teams, build relationships at all organizational levels (includingexecutive), and influence cross-functional stakeholders.
Highly organized with experience managing multiple accounts, teams, and projects simultaneously; skilled in keeping initiatives moving forward.
Proficient in CRM tools (e.g.,Salesforce), sales forecasting methodologies, and contract negotiation.
Demonstrated ability to develop strategies based on market... For full info follow application link.
Qualys is committed to building an environment characterized by respect for the individual where cultural and ethnic diversity are blended by teamwork into a harmonious work force. Because of this we are firmly committed to equal employment opportunity for all employees.
All qualified applicants shall receive consideration that is free of discrimination or harassment on the grounds of race, color, national origin, ancestry, medical condition, religious creed (including religious dress and grooming practices), marital status, registered domestic partner status, sex, sexual orientation, gender identity and expression, genetic characteristics and information, age, veteran status, or any other protected characteristic.
This applies equally to individuals with a physical or mental disability or medical condition.
Qualys offers reasonable accommodations to qualified individuals with physical or mental disabilities to the extent the accommodation will enable them to perform the essential functions of the job and will not create an undue hardship. Further information relating to reasonable accommodations is available from the Human Resources Department.
If you request assistance or accommodations, please contact us at [email protected]
