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Provide Qualys platform technical expertise to Technical Account Managers (TAMs) within the post-sales customer segment to solidify renewals and encourage upsells. Leverage a deep understanding of Qualys technologies and vulnerability management programs to propose solutions based on customer requirements. Qualys ETM Subject Matter Experts are expected to have extensive knowledge of the product and how it could integrate with other modules to support business requirements. Qualys ETM subject matter experts provide valuable insights and education on asset and vulnerability management, remediation, threat intelligence, and public cloud security using the Qualys platform.
This is a technical role and requires close coordination and partnership with sales, product management, and marketing. This role is responsible for evangelizing new features and perform hands-on demos to internal sales team and customers. This is a highly visible role within the company and provides an excellent opportunity for career advancement and to make a significant impact.
Description
Typical Duties:
- Support post sales alongside Qualys sellers and take ownership for driving the technical engagements and securing customer success
- Understand and document customers' compliance and security requirements and develop 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
- 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 reviews.
- 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
- Maintain visibility 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 field sales training
- 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 frequent travel to customer locations as needed (at least 30% travel, post-COVID restrictions)
Required Skills:
- Extensive experience with the Qualys platform or other security and compliance platforms as a practitioner or customer success architect
- Background in solution engineering, systems engineering, and familiarity with data networking concepts.
- Direct customer engagement experience.
- Solid understanding and hands-on experience with asset management, patching, vulnerability management, risk assessment, configuration management, and cloud security.
- Ability to understand and design complex architectures that solve security issues end-to-end (from identification through to remediation)
- Knowledge of key industry/compliance standards and frameworks for developing and governing corporate and government security programs
- Working knowledge of popular public cloud services infrastructure offerings such as AWS, Azure, and GCP.
- Self-starter who has a “can-do” attitude and passion for leveraging technology to solve business problems in the security and compliance domain
- Experience with using API is a plus.
- Prior experience interacting with customers in a similar kind of role.
- Strong communicator – written, verbal, and presentation
- Excellent interpersonal and presentation skills
#Li-Remote
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Annual Salary Guidelines: $165,000 - $200,000
Qualys is an Equal Opportunity Employer, please see our EEO policy.
Top Skills
What We Do
Qualys, Inc. (NASDAQ: QLYS) is a pioneer and leading provider of disruptive cloud-based security, compliance and IT solutions with more than 10,000 subscription customers worldwide, including a majority of the Forbes Global 100 and Fortune 100. Qualys helps organizations streamline and automate their security and compliance solutions onto a single platform for greater agility, better business outcomes, and substantial cost savings.
The Qualys Cloud Platform leverages a single agent to continuously deliver critical security intelligence while enabling enterprises to automate the full spectrum of vulnerability detection, compliance, and protection for IT systems, workloads and web applications across on premises, endpoints, servers, public and private clouds, containers, and mobile devices. Founded in 1999 as one of the first SaaS security companies, Qualys has strategic partnerships and seamlessly integrates its vulnerability management capabilities into security offerings from cloud service providers, including Amazon Web Services, the Google Cloud Platform and Microsoft Azure, along with a number of leading managed service providers and global consulting organizations. For more information, please visit http://www.qualys.com
