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Senior Technical account manager — Qualys
Overview
The Senior TAM role at Qualys is a senior, highly technical solution architect responsible for engaging with large and strategic enterprise customers. You act as the technical counterpart to the Account Director, deeply understand customer environments, provide expert guidance on the Qualys platform, and help drive renewals, identify upsell and long-term value with the customer.
Key Responsibilities
Customer Engagement & Technical Leadership
- Serve as the primary technical and solution architect for major enterprise accounts.
- Build trusted relationships with senior technical stakeholders and security leadership.
- Understand customers’ technical environments, security architecture, and risk posture.
- Communicate complex technical concepts clearly — from engineers to C-level executives.
Platform Expertise & Solution Architecture
- Maintain expert-level knowledge of Qualys products and capabilities.
- Advise on scalable, enterprise-grade Qualys deployments and complex integration scenarios.
- Help customers optimize adoption and usage of Qualys modules.
Renewal & Commercial Collaboration
- Own the renewal and upsell pipeline process for assigned major accounts.
- Work closely with the Account Director on strategy, expansion planning, and renewal execution.
- Identify technical value drivers that support upsell and retention opportunities.
- Carry out technical Proof-of-Concept process as needed.
- Manage opportunity pipeline activity through the Company’s CRM.
- Delivery of high-level and detailed sales presentations.
- Respond to functional and technical elements of RFIs/RFPs.
Cross-Functional Influence
- Act as the voice of the customer with Product Management, Engineering, and other cross-functional teams.
- Participate in roadmap discussions, quarterly business reviews, and executive briefings.
Industry & Market Engagement
- Stay current on cybersecurity trends and enterprise IT/security architectures.
- Represent Qualys at customer meetings, industry events, and conferences.
Requirements
- Proven experience in senior technical or solution architecture roles in cybersecurity or enterprise SaaS.
- Deep technical knowledge across security domains like vulnerability management, compliance, cloud security, etc.
- Strong understanding of enterprise IT and cloud/hybrid environments.
- Excellent communication skills with both technical teams and executives.
- Ability to manage multiple strategic accounts.
- Proactive and comfortable working in a matrixed organization.
In this Senior TAM position, you're essentially the technical advisor and architect ensuring customers achieve business value from Qualys solutions — not just deploying tech but ensuring it supports strategic security outcomes and long-term renewals.
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