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 p
Additional Information
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 .
Qualys · TX