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TAM (South Africa Region)
The Technical Account Manager (TAM) is responsible for actively driving the post-sales process with channel customers, including strategic partners, distributors, and enterprise end‑customers. The TAM must be able to articulate the company's technology and product positioning to both business and technical users while navigating customer procurement, commercial, and renewal cycles in close alignment with partners and internal sales teams. The TAM must be able to identify all technical and business issues of aligned accounts to ensure customer satisfaction, through all stages of the sales and procurement lifecycle (evaluation, budgeting, approval, purchase, and renewal). They must be able to establish and maintain strong relationships throughout the post sale, including partner success teams, distributor technical resources, and customer procurement, vendor‑management, and security leadership stakeholders.
Key Responsibilities
Sales & Renewal Activities
- Opportunity Development: Proactively identify, qualify, and drive upsell and cross-sell opportunities within the account base, coordinating with partners and distributors to structure value‑driven proposals and bundled offerings for joint customers.
- Renewal Management: Own and execute the renewal strategy, working directly with the customer and through channel partners to ensure the contract is renewed and expanded year‑over‑year, with clear alignment to procurement timelines, budget cycles, and framework agreements.
- Pipeline & Forecasting: Manage and update the full opportunity pipeline (CRM) for all expansion, and renewal business, ensuring visibility into the account forecast across direct and channel motions, and providing early insight into upcoming procurement events, tenders, and RFPs.
- Procurement & Commercial Support: Collaborate with account managers, distributors, and resellers to support customer procurement processes, including technical inputs to RFPs/RFQs, BoM validation, license mapping, and alignment with purchasing policies and contractual requirements.
Customer Success & Advisory Activities
- Strategic Relationship Management: Maintain and develop strong business and technical relationships at all levels, acting as the customer's primary point of contact, trusted advisor, and success champion while also nurturing working relationships with partner technical and success teams.
- Platform Optimisation & Adoption: Perform regular platform health checks and business reviews; share expertise and provide relevant training to maximise customer adoption and utilization, including enablement sessions for partners and distributors delivering services on top of the platform.
- Value Realisation & Reporting: Continuously track and report on product utilisation, demonstrating and ensuring measurable value delivery against the customer's stated business outcomes, and equipping partners with the same insights to underpin renewals and new procurement initiatives.
- Risk Mitigation & Advocacy: Run enhancement plans for accounts at risk; assist in resolving critical technical issues; and convey customer requirements to Product Management and Engineering as the internal advocate.
- Strategic Liaison: Conduct regular client visits for relationship building and collaboration; help customers align Qualys solutions with regulatory frameworks (CIS, PCI DSS, VAPT, etc.). and with their internal governance and procurement standards.
- Distributor & Partner Engagement: Participate in joint account planning sessions with partners and distributors to align customer success plans, renewal strategies, and expansion roadmap with the customer’s security and procurement priorities.
Qualifications
Ideal candidate will be self-motivated with strong knowledge of security, compliance and/or monitoring systems and typical business processes, including enterprise procurement and channel‑driven go‑to‑market models.
Required
- Must possess strong presentation skills and be able to communicate professionally in response to emails, RFPs, including to procurement, vendor‑management, and partner leadership stakeholders.
- Organised and analytical, able to eliminate sales obstacles through creative and adaptive approaches.
- Knowledge of key technologies and subjects including TCP/IP and networking, Vulnerability Management, Policy Compliance/Audit Tools, Firewalls, Web App Security, Endpoint Detection and Response, other relevant enterprise security solutions
- Excellent English written and oral communication skills
- Able to travel throughout the sales territory for customer, partner, and distributor engagements.
Preferred
- 7-10 years experience in cloud, cybersecurity and networking related.
- A working knowledge of Cloud & Container environments is an advantage.
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