Technical Account Manager, Inside Sales, GSI
Qualys · Pune
Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!
Position Summary
The Technical Account Manager (TAM) drives technical engagement, enablement, and growth with Qualys' strategic Global Systems Integrator (GSI), Managed Security Service Provider (MSSP), and Managed Risk Service Provider (MRSP) partners.
Key Responsibilities
Strategic Partner Engagement
- Serve as the primary technical advisor for assigned GSI and managed services partners.
- Build trusted relationships with partner executives, practice leaders, architects, delivery teams, and SOC leadership.
- Identify opportunities to expand Qualys adoption across consulting, managed services, and cyber risk offerings.
- Support partner business development and joint account planning activities.
Technical Enablement & Service Creation
- Deliver technical workshops, enablement sessions, solution briefings, and demonstrations.
- Help partners build, operationalize, and scale managed services powered by Qualys.
- Support service creation, reference architectures, integrations, API adoption, and automation initiatives.
- Assist partners with technical validations, solution design, and customer opportunities.
Joint Go-to-Market
- Partner with Global Alliances leadership on strategic opportunities and pipeline development.
- Support RFPs, RFIs, proposals, executive briefings, and customer presentations.
- Represent Qualys at partner events, conferences, and industry forums.
- Collaborate with Sales, Product Management, Marketing, Engineering, and Customer Success teams to drive partner success.
Partner Presence
- Work onsite with partner delivery centers, Security Operations Centers (SOCs), innovation teams, and Centers of Excellence (COEs) as needed.
- Provide technical guidance and best practices to help partners deliver successful customer outcomes.
Minimum Qualifications
Required
- 5+ years of experience supporting GSIs, MSSPs, cybersecurity consulting organizations, managed services providers, or enterprise security vendors.
- Strong cybersecurity knowledge including:
- Exposure Management
- Vulnerability Management
- Cloud Security
- Security Operations
- Compliance & Governance
- Asset Management
- Container & Application Security
- Identity Security
- Risk Management
- Experience supporting partner-led sales cycles, technical validations, and enterprise opportunities.
- Ability to establish credibility and act as a trusted technical advisor within large partner organizations.
- Self-starter with strong initiative, accountability, and ownership.
- Proven ability to work effectively in a fast-paced, collaborative, global team environment.
- Strong presentation, communication, and relationship-building skills.
- Experience with Salesforce CRM.
- Bachelor's degree or equivalent experience.
- Fluent English communication skills, written and verbal.
Preferred
- Additional language proficiency.
- Experience supporting major GSIs, including Accenture, Deloitte, EY, KPMG, PwC, Cognizant, Infosys, TCS, Wipro, HCLTech, Capgemini, or NTT DATA.
- Experience with MSSP, MDR, SOC-as-a-Service, or managed cyber risk offerings.
- Experience with AWS, Microsoft Azure, and Google Cloud ecosystems.
- Experience in strategic alliances, solution architecture, or cybersecurity consulting.
- Experience with Qualys solutions and cyber risk security market.
Travel
- Ability to travel domestically and internationally as required (typically less than 50%).
- Must possess a valid passport and required travel documentation and be eligible to obtain necessary visas for international travel.
- Ability to work onsite at partner offices, delivery centers, SOCs, and Centers of Excellence when required.
Critical Success Measures
- Increased adoption of Qualys solutions across partner delivery organizations and customer engagements.
- Growth of partner-led services and managed offerings.
- Increased partner technical readiness and enablement.
- Expansion of partner-influenced and partner-sourced opportunities.
- Strengthened executive and technical relationships within strategic GSI and MSSP partners.
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