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The Technical Account Manager (TAM) is responsible for actively driving and managing the post- sales process with Enterprise-level customers. The TAM must be able to articulate the company's technology and product positioning to both business and technical users. Must be able to identify all technical and business issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process.
The TAM is also a quota-carrying role with responsibility for supporting customer retention, renewals, and account growth by combining technical credibility with strong commercial awareness.
Responsibilities
- Partner with customers to drive successful adoption and utilization of Qualys solutions.
- Own and manage renewal and upsell/new business pipeline activity for assigned accounts, developing account strategy, expansion planning, and renewal execution.
- Provide functional and technical support to customers.
- Deliver high-level and detailed sales presentations.
- Responsible for attending conferences, seminars, etc.
- Lead Quarterly and Executive Business Reviews (QBRs/EBRs), roadmap discussions, and strategic planning sessions that tie account health to expansion and renewal outcomes.
- Conduct periodic business reviews to align customer objectives with platform adoption, utilization, and business outcomes.
- Carry out technical Proof-of-Concept activities, demonstrations, and customer enablement sessions as needed.
- Respond to functional and technical elements of RFIs/RFPs.
- Work closely with key focus partners, creating joint business plans aligned with both organizations' goals.
- Qualify and progress opportunities using MEDDPICC or a similar sales qualification methodology.
- Maintain accurate visibility of customer opportunities and pipeline activity through the Company's CRM.
- Act as a customer advocate by conveying customer feedback, requirements, and enhancement requests to Product Management and Engineering teams.
Qualifications
- Ideal candidate must be self-motivated with strong knowledge in security and compliance space: Vulnerability Management, Cloud Security, Policy Compliance, Intrusion Detection Systems (IDS), Intrusion Prevention Systems (IPS), Network Scanners, PCI, Policy Compliance and Audit Tools, other enterprise security solutions.
- Knowledge in a variety of Federal Regulatory Compliance issues a plus: ISO 27001, HIPAA, GLBA, Sarbanes Oxley (SOX), etc.
- Must possess strong presentation skills and be able to communicate professionally in response to emails, RFPs, and when submitting reports.
- Must be comfortable interacting at all levels within customer organizations, i.e., from C-level to front-line technical staff.
- Organized and analytical, able to eliminate sales obstacles through creative and adaptive approaches.
- 5-7 years relevant experience.
- Bachelor's degree or equivalent experience.
- Excellent written and oral communication skills.
- Able to travel throughout sales territory and other locations as needed.
- Demonstrated ability to combine technical expertise with commercial judgement and work effectively against renewal, retention, growth, and quota expectations.
- Experience supporting renewals, identifying expansion opportunities, and managing customer success or account growth initiatives.
- Experience conducting customer business reviews, technical workshops, or executive-facing presentations is preferred.
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Qualys is an Equal Opportunity Employer, please see our EEO policy.
