About the job
Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!
Partner with the field sellers (Technical Account Managers or TAMs) within the enterprise customer segment to achieve local and corporate growth ambitions by providing technical expertise for the Qualys Platform, including leveraging a deep understanding of Qualys technologies to propose/architect solutions based on customer requirements and business needs. Qualys Solutions Architects are the trusted advisors to our customers, providing valuable insights and education on asset and vulnerability management, patching, threat detection & response, compliance, and cloud and application security by leveraging the world-class Qualys Platform.
This is a senior technical role and requires close coordination and partnership with sales, Chief Technical Security Officers, product management, marketing, and partners. This is a highly visible and strategic role within the company and offers a great opportunity to advance your career and make an impactful contribution.
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Description
Typical Duties:
- Support complex deals in the pre-sales stage alongside Qualys sellers and take ownership for driving the technical engagements and securing the technical win
- Understand and document customers' compliance and security requirements and come up with 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
- Regularly engage with new prospects and existing customers and take ownership for driving the technical win for new opportunities
- Execute standardized and high-quality proof-of-concepts/proof-of-value engagements as needed to secure the technical win for strategic pursuits within assigned areas
- 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 health checks
- 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
- Constantly learn and stay on top 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 training of field sales
- 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:
- 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 Qualys or other security and compliance platforms as a practitioner, technical seller, sales engineer, or customer success architect
- Solid understanding and hands-on experience with asset management, patching, vulnerability management, policy compliance and configuration management, cloud and application security, and threat detection
- Ability to understand and design complex architectures that solve security and compliance issues end-to-end (from identification through to remediation and recovery)
- 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, GCP, and Azure
- Prior experience interacting with customers in a similar kind of role, especially as a technical seller
- Strong communicator – written, verbal, and presentation
- Excellent interpersonal and presentation skills
