Director - Global Account Management Team

As the Director of the Global Account Management team, you will lead a team of Account Directors focused on the retention and expansion of enterprise-level accounts. Your primary objective is to drive revenue through renewals and upsells while ensuring clients successfully navigate their digital transformation using the Qualys Platform. 

Strategy for Success in this Role 

• Drive Net Retention: Move beyond simple renewals by coaching your team to identify "white space" within accounts, positioning Qualys’ integrated security and compliance solutions to replace point products. 

• Operational Excellence: Utilize Salesforce and data-driven insights to manage pipelines and maintain accurate forecasting for sales leadership. 

• Cross-Functional Synergy: Act as a bridge between your team and the Technical Support or Product Management teams to resolve roadblocks and align the product roadmap with enterprise customer needs. 

• Executive Presence: Lead high-stakes Quarterly Business Reviews (QBRs) and maintain relationships with C-level stakeholders at Tier-1 global organizations. 

Key Responsibilities 

• Team Leadership and Development — Recruit, mentor, and manage a team of Account Managers; set performance goals, provide coaching, and conduct regular performance reviews to build a high-performing team focused on customer retention and growth. 

• Strategic Oversight — Develop and execute comprehensive territory and account plans across the team to meet and exceed bookings, renewal, and upsell objectives, aligning with Qualys' overall growth targets. 

• Account Health and Retention — Oversee the team's efforts to build and maintain strong relationships with enterprise-level customers; ensure customer needs are met, monitor account health, and drive long-term partnerships through proactive engagement. 

• Business Development Leadership — Guide the team in identifying, developing, and closing upsell opportunities within assigned accounts and territories, leveraging outbound efforts, channel partnerships, and data-driven insights. 

• Customer Engagement and Reviews — Direct the team in managing quarterly business reviews (QBRs), executive reviews, and product roadmap sessions; maintain regular cadence calls with account teams to review health, strategies, projects, and business requirements. 

• Process and Operations Management — Establish and enforce processes for tracking account leads, ensuring timely responses to meet company SLAs; coordinate support and technical teams to resolve product-related issues or technical challenges; oversee preparation of sales proposals, contract negotiations, and order processing. 

• Cross-Functional Collaboration — Partner with Sales Engineers, Solution Architects, Technical Support Engineers, Sales Leadership, Marketing, and other internal teams to align on customer needs, enhance product offerings, and ensure seamless execution of customer success strategies. 

• Market and Industry Expertise — Coach the team on positioning Qualys’ solutions effectively and analyzing market trends/customer feedback for upsell opportunities. 

• Representation and Visibility — Represent Qualys at conferences, seminars, and industry events (virtually and in-person). 

• RFI/RFP Management: Respond to functional and technical elements of RFIs/RFPs, tailoring responses to align with customer requirements and demonstrate Qualys’ capabilities.  

• Performance Monitoring and Reporting — Utilize CRM tools for accurate sales forecasting, pipeline management, and reporting; analyze team metrics to identify areas for improvement and drive results. 

• Travel — Willingness to travel as needed to support team activities, customer meetings, and company events. 

Qualifications 

• 10+ years proven leadership experience managing teams in account management or new business sales in cybersecurity. 

• Strong track record of driving revenue growth through renewals, upsells, and customer retention in enterprise environments. 

• Deep understanding of cloud cybersecurity solutions, recurring revenue models, and enterprise sales cycles. 

• Excellent leadership, communication, and interpersonal skills, with the ability to motivate teams, build relationships at all organizational levels (including executive), and influence cross-functional stakeholders. 

• Highly organized with experience managing multiple accounts, teams, and projects simultaneously; skilled in keeping initiatives moving forward. 

• Proficient in CRM tools (e.g., Salesforce), sales forecasting methodologies, and contract negotiation. 

• Demonstrated ability to develop strategies based on market trends, customer feedback, and data analysis to maximize upsell opportunities. 

• Experience overseeing QBRs, contract negotiations, proposal preparation, and coordination with technical/support teams. 

• Self-motivated, results-driven leader capable of thriving in a fast-paced, collaborative environment. 

• Bachelor's degree preferred; advanced degree or relevant certifications a plus. 

• Must be willing to travel. 

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