Manage enterprise cybersecurity customer accounts, drive renewals and upsell opportunities, develop territory sales strategies, deliver presentations, and negotiate contracts. The role includes managing RFIs/RFPs, coordinating sales, technical support, and account teams, conducting business and executive reviews, resolving customer issues, tracking leads and SLAs, processing orders, and representing the company at conferences. Travel is required.
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
*****************************************************************************************************************************
The salary range for this position is $260,000 - $300,000 [OTE] per year. Final compensation will be determined based on several factors, including but not limited to skills, relevant experience, and work location. Please note this range reflects both base salary and incentive compensation but does not include potential equity grants. We also offer a comprehensive and highly competitive benefits package.
Qualys is an Equal Opportunity Employer, please see our EEO policy.
Similar Jobs
Artificial Intelligence • Consumer Web • Edtech • Enterprise Web • HR Tech • Social Impact • Generative AI
Drive new business, account expansion, and renewals across a designated education territory. Prospect and sell to university, college, and school leaders; build pipeline; manage quotas; negotiate contracts; develop upsell and cross-sell opportunities; maintain client relationships; collaborate with Sales Development and Customer Success; understand education procurement and product offerings; and attend industry events, client meetings, and team off-sites.
Top Skills:
SaaS
Events
Drive new business development for event production services targeting Fortune 5000 companies. Build an outbound pipeline, establish relationships with senior stakeholders, qualify and close $1M-plus event programs, negotiate contracts, and guide cross-functional production and logistics teams through initial execution. The role requires managing complex enterprise sales cycles, developing global event accounts, and traveling at least 30% of the time for client meetings, networking, trade shows, and deal closure.
Healthtech
Leads a major scientific publications account, overseeing publication planning, manuscripts, abstracts, posters, congress deliverables, client relationships, budgets, forecasting, operational performance, team development, and account growth. Partners with Scientific Services and cross-functional teams to deliver compliant, high-quality medical communications while providing strategic counsel to pharmaceutical clients and supporting proposals, pitches, resource planning, and onboarding.
What you need to know about the NYC Tech Scene
As the undisputed financial capital of the world, New York City is an epicenter of startup funding activity. The city has a thriving fintech scene and is a major player in verticals ranging from AI to biotech, cybersecurity and digital media. It also has universities like NYU, Columbia and Cornell Tech attracting students and researchers from across the globe, providing the ecosystem with a constant influx of world-class talent. And its East Coast location and three international airports make it a perfect spot for European companies establishing a foothold in the United States.
Key Facts About NYC Tech
- Number of Tech Workers: 549,200; 6% of overall workforce (2024 CompTIA survey)
- Major Tech Employers: Capgemini, Bloomberg, IBM, Spotify
- Key Industries: Artificial intelligence, Fintech
- Funding Landscape: $25.5 billion in venture capital funding in 2024 (Pitchbook)
- Notable Investors: Greycroft, Thrive Capital, Union Square Ventures, FirstMark Capital, Tiger Global Management, Tribeca Venture Partners, Insight Partners, Two Sigma Ventures
- Research Centers and Universities: Columbia University, New York University, Fordham University, CUNY, AI Now Institute, Flatiron Institute, C.N. Yang Institute for Theoretical Physics, NASA Space Radiation Laboratory
