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EMEA GSI Channel Manager
About Us: Qualys is the leading provider of information security and compliance solutions at the forefront of cybersecurity. Trusted by more than 10,000 subscribing customers globally, the Qualys TruRisk Platform helps businesses simplify security operations, lower the cost of compliance by delivering critical security intelligence on demand, and automating the full spectrum of auditing, compliance and protection. As part of our growth strategy, we are seeking a talented and experienced Partner expert to join our team and work with our reseller Partners in Uk, EMEA North and south
Position Overview: As a EMEA GSI Channel Managerr you will play a pivotal role in expanding our market presence through our GSI partners across EMEA. You will be responsible for cultivating executive and partner relationships, driving incremental joint business opportunities with our partners and evolving & maturing the joint go to market approach in the GEO. The successful candidate will have a proven track record in building and managing successful reseller partner ecosystems in cybersecurity. The role requires a deep and broad understanding of the how GSI's operate, architecting strategies, initiatives, and influence driving growth and marketshare.
Key Responsibilities:
Partner Strategy and Development:
- Foster and activate strong executive partner relationships across the business to drive incremental ASV and mutual business success.
- Collaborate with and utilise internal teams to provide scale and drive success with the partner ecosystem
- Successfully recruit, enable and develop new and existing partners in the region
Partner Enablement:
- Collaborate with cross-functional teams to ensure partners are equipped to deliver exceptional customer experiences.
- Drive key partner enablement and govern program compliance.
- Work with partners to offer management in establishing offerings and service offerings
Joint Business Planning:
- Work closely with partners to create joint business plans aligned with both organizations' goals.
- Identify, nurture and mature key strategic partners within the region
- Maniacal execution of plans with proactive management and follow up
- Establish and track key performance indicators (KPIs) to measure the success of partner initiatives.
Sales and Revenue Growth:
- Drive revenue growth through Reseller partners identifying and capitalising on joint business opportunities.
- Establish Partner service offerings and measure revenue growth across offerings
- Develop strategies to increase partner-initiated opportunities and pipeline.
- Collaborate with the sales team to develop and execute co-selling strategies with partners including Joint Business Plans
- 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 partner business
Qualifications:
- Bachelor’s degree (or equivalent)
- 5 years of proven experience in partner management within the CyberSecurity sector or SaaS technology
- Strong understanding of the Reseller market and experience working in a global environment.
- Experience working with top resellers in the region
- Experience building service offerings with Reseller
- 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.
- Cyber security experience strongly preferred.
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