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Major Account Solutions Architect (MASA) – Enterprise
Benelux & Nordics
Qualys Netherlands
About the Role
As a Major Account Solutions Architect (MASA) at Qualys, you will play a critical role in supporting and expanding our largest and most strategic enterprise customers across the Benelux & Nordics. This role is designed as a senior, highly technical counterpart to the Account Director (AD), with a primary focus on deep technical engagement, platform architecture, and renewal ownership.
The MASA operates at the intersection of technology, business value, and customer outcomes. You will deeply understand the customer’s technical environment, security architecture, and operational challenges, and translate those into effective use of the Qualys platform. While the Account Director leads commercial expansion and upsell strategy, the MASA owns renewals and works jointly with the AD to identify growth opportunities, ensure long-term value realization, and maintain executive-level trust.
This role requires close collaboration with Product Management, Engineering, and regional teams, as well as the ability to engage confidently with senior technical stakeholders and executives at enterprise customers.
Responsibilities
Customer Engagement & Technical Leadership
- Act as the primary technical and solution architect for assigned major enterprise accounts.
- Build trusted relationships with senior technical stakeholders, architects, and security leadership.
- Deeply understand customer environments, architectures, processes, and risk postures.
- Articulate complex technical concepts and Qualys platform capabilities clearly at all levels of the organization, from engineers to C-level executives.
- Serve as a technical advisor, helping customers align Qualys capabilities with business and risk-reduction objectives.
Platform Expertise & Solution Architecture
- Possess and maintain expert-level knowledge of the Qualys platform and solution suite.
- Design, validate, and advise on scalable, enterprise-grade Qualys deployments.
- Address advanced technical questions, platform-specific requirements, and integration scenarios.
- Support customers in optimizing adoption, usage, and value across Qualys modules.
Renewal Ownership & Commercial Collaboration
- Own and drive the renewal process for assigned major accounts, ensuring retention and long-term customer success.
- Work in close partnership with the Account Director on account strategy, renewal planning, and expansion opportunities.
- Identify technical value drivers and usage patterns that support renewal and upsell discussions.
- Support the Account Director in upsell and cross-sell motions by providing technical validation and solution alignment.
Cross-Functional Collaboration
- Act as the voice of the customer by conveying requirements, feedback, and use cases to Product Management, Engineering, and Marketing.
- Work closely with Solution Architects, Product Management, Technical Support and regional leadership to ensure alignment and execution.
- Participate in executive briefings, roadmap discussions, and quarterly business reviews.
Market & Industry Engagement
- Stay current on cybersecurity trends, enterprise architectures, regulatory requirements, and industry best practices.
- Represent Qualys at customer meetings, industry events, conferences, and seminars.
Requirements
- Proven experience in a senior technical, solution architecture, or pre/post-sales role within cybersecurity or enterprise SaaS.
- Deep technical knowledge of security domains such as Vulnerability Management, Compliance, File Integrity Monitoring, Event Detection and Response, Web Application Security, Cloud Security, and enterprise security architectures.
- Strong understanding of enterprise IT, cloud, and hybrid environments.
- Ability to engage credibly with highly technical teams as well as senior business and executive stakeholders.
- Experience working closely with Sales, Account Directors, and customer success teams in complex enterprise environments.
- Strong communication and presentation skills, with the ability to translate technical detail into business value.
- Highly organized and capable of managing multiple strategic accounts simultaneously.
- Proactive, self-motivated, and comfortable operating in a collaborative, matrixed organization.
- Willingness to travel across the Benelux & Nordics region as required.
- Based in The Netherlands, fluent in Dutch and English.
Why Join Qualys?
If you are passionate about cybersecurity, enjoy working at the highest technical and strategic level with enterprise customers, and want to play a key role in shaping long-term customer success and retention, Qualys offers a dynamic and impactful environment to grow your career.
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