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Qualys Security Solutions Architect - Enterprise Post-Sales – Federal
Collaborate closely with field sellers (Technical Account Managers or TAMs) within the enterprise customer segment to drive both local and corporate growth initiatives by delivering advanced technical expertise on the Qualys Platform. Utilize a comprehensive understanding of Qualys technologies to design and propose solutions that align with customer requirements and business objectives.
As a Qualys Security Solutions Architect, serve as a trusted advisor to customers by providing critical insights and education on asset and vulnerability management, patching, threat detection and response, compliance, and cloud and application security, leveraging the world-class capabilities of the Qualys Platform to effectively mitigate risks in both cloud and on-premise environments.
This senior technical role involves close coordination with sales teams, Chief Technical Security Officers, product management, marketing, and strategic partners. It is a highly visible and strategic position within the organization, providing significant opportunities for career advancement and the potential to make a meaningful impact.
Typical Duties:
- Support complex deals in the pre-sales stage alongside Qualys sellers and take ownership for driving the technical engagements and securing the technical win
- Understand and document customers' compliance and security requirements and come up with end-to-end solutions based on Qualys security solutions and partner integrations
- Uncover new use cases for the Qualys platform by identifying technical and business value gaps between the customer’s desired state versus existing capabilities and demonstrate how to fill those gaps
- Regularly engage with new prospects and existing customers and take ownership for driving the technical win for new opportunities
- Execute standardized and high-quality proof-of-concepts/proof-of-value engagements as needed to secure the technical win for strategic pursuits within assigned areas
- Establish a trusted advisory relationship with customer technical decision makers
- Work with field sellers on the development and delivery of proposals that clearly demonstrate the differentiated value of the Qualys platform
- Interface with product management to help prioritize the most impactful feature requests from customers and to identify and share ideas for new products and integrations
- Develop and deliver a variety of technical engagements including workshops, whiteboarding architecture design sessions, and post-sale deployment health checks
- Understand customers' down-the-line needs, brainstorm solutions with them, and work closely with product managers to ensure that those requirements are included in product release planning and help in the reassessment of product roadmap
- Constantly learn and stay on top of the latest developments in the Qualys portfolio and in the larger security and compliance ecosystem
- Contribute to the development of product related sales-enablement packages and product messaging
- Help in the training of field sales
- Document and distribute business/technical insights to area and corporate leadership that will help improve customer outcomes and support the achievement of company goals
- Author blogs, whitepapers, and solution guides and represent Qualys at industry events
- This is a technical and hands-on individual contributor role that involves travel to customer locations as needed (at least 30% travel, post-COVID restrictions)
Desired Skills:
- Highly motivated self-starter with a proactive approach and a strong passion for leveraging technology to address business challenges in the security and compliance domain.
- Demonstrated proficiency in public cloud infrastructure services, with professional certifications in AWS, Azure, and GCP
- Extensive experience with Qualys and other security and compliance platforms in various capacities, including practitioner, technical seller, sales engineer, or customer success architect.
- Strong understanding and hands-on expertise in asset management, patching, vulnerability management, policy compliance, configuration management, cloud and application security, and threat detection.
- Proven ability to design and comprehend complex architectures that address security and compliance challenges comprehensively, from identification through to remediation and recovery.
- In-depth knowledge of key industry standards and compliance frameworks essential for developing and governing corporate and government security programs.
- Demonstrated experience interacting with customers in similar roles, particularly as a technical seller, ensuring effective communication and solution delivery.
- Exceptional communication skills, both written and verbal, with a proven ability to present information clearly and compellingly.
- Excellent interpersonal and presentation skills, enabling effective engagement with clients and stakeholders at all levels.
- Prefer candidates living in Southeast U.S.
Qualys is an Equal Opportunity Employer, please see our EEO policy.
