Technical Account Manager

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Job Description Summary:

The Technical Account Manager specialises in renewing, up-selling, cross-selling, and

closing maintenance/service/license contracts for assigned region or account(s).

Must be based in Sydney, Australia, to support customers across the Sydney, Canberra and Adelaide region.

Ensures customer awareness and understanding of applicable product elements and

contractual implications. Must meet sales objectives, e.g., quota, productivity

requirements.

Description:

As a Qualys TAM the candidate will hold responsibility for both the technical and sales

contact with enterprise selected customer in order to manage business, establishing and

growing strong relationships at all levels of business seniority within the customer’s

management.

The ideal candidate will work autonomously, identifying and successfully working on

customers' needs and plans and interacting with your management on key topics and

milestones of the activity.

Responsibilities:

• Maintain and develop business and technical relationships at all levels to identify

and develop potential new business opportunities within aligned accounts

• Deliver engaging sales presentations that are relevant to the audience

• Demonstrate, prove and align product capabilities to support customer goals

• Respond to customer questions on technical and business-related issues,

including RFIs/RFPs

• Actively promoting, managing and supporting POCs / POVs

• Provide accurate forecasting on Sales pipeline

• Maintain sales admin records and completing sales reports when necessary

• Carefully monitor the quality of all services Qualys delivers to the customer

• Raise any necessary alert for the customer’s business or technical situation in a

timely manner

• Act as the customer champion within Qualys

• Work with Product Management, Marketing and Engineering teams to drive

customer requirements

• Travel onsite regularly to meet with customers to be an extension of their security

team

Qualifications:

The ideal candidate will be self-motivated with knowledge of IT security and compliance

and used to control typical business and sales processes. Must possess strong

presentation skills and be able to communicate professionally in response to emails, RFPs

and when submitting reports. Organised and analytical, able to find solutions to obstacles

through creative and adaptive approaches.

• Bachelor's degree

• 2-3 years relevant experience

• Excellent written and oral English

• Excellent written and oral communication skills

• Proven ability to work autonomously on your assigned disciplines and/or tasks

• This is a sales role so familiarity with customer presentations and negotiations is

desired. Keep sales admin up to date and complete sales reports when necessary.

• Experienced at blending technical details with commercial requirements and

communicating such matters in a customer-oriented way.

• Able to handle multiple and sometimes conflicting customer priorities.

• Able to travel throughout the sales territory

Desired Attributes:

• Knowledge of key technologies and subjects including TCP/IP and networking,

Vulnerability Management, Policy Compliance/Audit Tools, Network Security, Web

App Security, Endpoint Detection and Response, File integrity Monitoring Patch

management, Cloud Security, Containers, DevOps cycle and API scripting (curl,

python, …