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The Partner Security Solutions Architect (Channel SE) is a Trusted Technical Advisor for Qualys Partners and plays a critical role in driving technical enablement, joint solution architectures, partner services development, Qualys platform adoption, and integrations. This role combines technical expertise, sales acumen, support capabilities, and relationship management to empower partners to succeed with Qualys solutions and expand market reach.
This position provides technical expertise through sales and technical presentations, product demonstrations, and enablement of partners of Qualys entire portfolio of products. Including a focus on mROC (Managed Risk Operations Center) partner enablement and the ETM (Enterprise TruRisk Management) solution. The ideal candidate is comfortable working with partners to help them build and operate a managed Risk Operations Centers using Qualys’ ETM platform drawing on real-world use cases and ROI-driven narratives.
Assists the partner in assessing potential application of partner’s offerings regarding Qualys’ platform and portfolio of products to meet the partners customer’s needs. Ensures that the product application/solution is functioning according to specifications in the partners NFR environment. May provide feature requests to Qualys Product Management personnel by disseminating technical information on specific queries.
Responsibilities:
Technical Expertise:
- Develop deep expertise in Qualys’ core product portfolio, including ETM (the foundational elements of mROC).
- Provide architectural guidance, deployment best practices, and technical troubleshooting.
- Support partners in designing and customizing managed Risk Operation Center services leveraging ETM capabilities.
- Explain complex technical concepts related to cyber risk reduction, vulnerability management, and exposure remediation.
Partner Enablement & Training:
- Conduct training sessions, workshops, and webinars focused on ETM, mROC services, and other Qualys offerings.
- Guide partners through onboarding into the mROC framework and assist in ramping technical personnel.
- Build technical content, playbooks, and reusable templates for partners to accelerate partners time to value.
Pre-Sales Support:
- Enable partners in the pre-sales process through product demonstrations and solution design.
- Help partners position ETM and mROC as part of their manger Risk Operations Center services.
Relationship Management:
- Build and maintain strong technical relationships with partner architects, consultants, and delivery teams.
- Serve as the key technical escalation point for assigned partners.
- Represent the partner's interests to internal Qualys teams, advocating for roadmap enhancements or support needs.
Joint Solutions Development:
- Guide partners in developing and packaging managed services powered by ETM and aligned to the mROC service framework.
- Help identify key integrations between Qualys and the partners products and services.
Feedback and Continuous Improvement:
- Collect and synthesize partner feedback to influence product development and roadmap priorities.
- Contribute to continuous improvement of partner enablement frameworks and reusable content.
Strategic Collaboration:
- Partner with Channel Account Managers (CAMs) to support joint GTM efforts and strategic partner initiatives.
- Participate in partner business reviews and provide input into partner performance and enablement KPIs.
Support for Partner-Led Initiatives:
- Enable and support partner-led marketing efforts, including Lunch & Learns, hands-on workshops, and campaigns that promote ETM/mROC capabilities.
- Provide technical validation for co-branded solutions and messaging.
Skills and Qualifications:
Technical Must-Haves:
- Networking: Understanding of TCP/IP, routing, and troubleshooting.
- Operating Systems: Admin-level experience with Windows, Linux, Mac, and virtualization.
- Cloud Security: Experience architecting secure solutions across AWS, Azure, and GCP.
- Cybersecurity: Hands-on experience with vulnerability management, asset discovery, patching, EDR, firewalls, and web application security.
- Demonstrated experience in a Partner SE or Partner Architect role with cybersecurity platforms.
- Familiarity with Qualys VMDR, CSAM, PC, TotalCloud, and a strong grasp of ETM and risk-based security concepts.
Additional Skills (Good to Have):
- Proven ability to implement and scale asset, vulnerability, compliance, and patch programs.
- DevSecOps knowledge: CI/CD, infrastructure as code (IaC), and automation.
- SOC experience: IR, threat hunting, threat intelligence, XDR, and SIEM integrations.
- Container Security: Familiarity with Docker, Kubernetes, and container scanning.
- Working knowledge of GRC frameworks and cyber risk quantification (CRQ).
- Relevant certifications: CISSP, CEH, CCSP, or cloud architect certifications (AWS, Azure, GCP).
Professional Skills:
- Strong communication, presentation, and documentation skills.
- Proactive, self-motivated, and comfortable working independently or in a team setting.
- Ability to manage multiple partner initiatives and meet enablement goals.
- Demonstrated experience in both technical sales and post-sales support.
Impact and Goals:
The PSSA / Channel SE ensures partners are equipped to effectively sell, deliver, and support Qualys solutions, with a specific emphasis on enabling mROC delivery and ETM adoption. By serving as a technical enabler, trusted advisor, and solution architect, this role will directly support the expansion of Qualys' presence in the partner-delivered managed Risk Operations Center space and improve partner performance and satisfaction.
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Annual Salary Guidelines: $190,000- $225,000 [OTE]
Qualys is an Equal Opportunity Employer, please see our EEO policy.
