Technical Account Manager, Inside Sales
Qualys · Pune
Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!
As an Technical Account Manager, Inside Sales you will own a portfolio of existing Qualys SMB customers within a defined territory. You’ll be accountable for retention and expansion revenue. You’ll be the commercial owner of every account, working with Solutions Architects (SSAs) on technical depth and with channel partners on execution, to protect the base and grow it.
What you’ll do
- Own and achieve quarterly and annual targets for renewal bookings, gross retention, and upsell/cross-sell revenue across your assigned accounts.
- Drive churn prevention: identify at-risk renewals early, build save plans, and escalate business or technical risks quickly.
- Identify and close expansion opportunities, moving customers from point solutions into the broader Qualys platform (e.g., VMDR, Patch Management, Cloud Security, Policy Compliance).
- Partner with SSAs to run discovery, product demos, and proofs of value (POVs) that convert into closed business.
- Run QBRs focused on adoption, value delivered, and the expansion roadmap.
- Build and maintain a healthy pipeline. Forecast accurately and keep Salesforce data current.
- Work with channel partners on renewal quotes, co-selling, and deal execution.
- Lead commercial negotiations end to end, structuring pricing and terms.
- Own each customer’s value journey, from deployment and adoption through quantified outcomes such as reduced remediation time and improved compliance posture.
What we’re looking for
- 3–6 years in a customer-facing role in IT or security, including at least 2 years carrying a quota or commercial target (renewals, account management, inside sales, or pre-sales).
- A proven record of hitting renewal, retention, or upsell targets.
- Enough technical fluency to talk credibly with IT and security buyers about vulnerability management, compliance (PCI, GRC), cloud (AWS/Azure/GCP), and endpoint and network security.
- Strong discovery, negotiation, and closing skills, with the confidence to position value against competitors.
- Disciplined pipeline management and Salesforce hygiene.
- Excellent written and verbal communication.
- Ability to work rotational hours supporting global customers.
Nice to have
- Background in security or networking (engineering, administration, or support) before moving into sales.
- Pre-sales or consulting experience in information security or public cloud.
- STEM degree.
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