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Posted Mar 5Senior Technical Account Manager
at Qualys
Dubai, United Arab EmiratesRemote
Requirements
- Qualifications The ideal candidates will be self-motivated with strong knowledge of security, compliance and/or monitoring systems and typical business processes.
- Bachelor's degree with 6-10 years of relevant experience.
- Must possess strong presentation skills and be able to communicate professionally in response to emails, RFPs and when submitting reports.
- Knowledge of key technologies and subjects including TCP/IP and networking, Vulnerability Management, Policy Compliance/Audit Tools, Cloud Security, Cloud Technologies, Firewalls, Web App Security, Endpoint Detection and Response, and other relevant enterprise security solutions.
- Knowledge of Auditing Frameworks would be a plus: CIS, NIST, CobiT, ISO27001, ITIL, NERC-CIP, etc… An Information Security industry qualification would be a definite plus (e.g. CISSP, CISA).
- Good understanding of emerging technologies such as DevOps, Digital Transformation, Artificial Intelligence, Machine Learning, etc...
Additional details
- Come work at a place where innovation and teamwork come together to support the most exciting missions in the world! The Technical Account Manager (TAM) is a customer-facing expert responsible for driving customer satisfaction, retention, and growth across channels, distributors, and end-customers.
- This role requires a blend of technical expertise and business insight to articulate the company's value, manage strategic relationships, and navigate all phases of the sales and procurement lifecycle, including technical validation, deal formalization, renewal management, and opportunity development .
- The TAM acts as a trusted advisor and success champion, ensuring platform adoption, demonstrating value realization, and advocating for customer needs while coordinating closely with partners and internal teams to achieve account expansion and year-over-year contract renewal. Key
- Responsibilities Sales Engineering Activities Technical Validation & Proof: Deliver high-level and detailed technical presentations; conduct compelling Proof-of-Value (PoV) demonstrations; and respond to technical and business queries (including product features and roadmaps).
- Deal Formalization: Take ownership of generating accurate and persuasive technical content for formal documentation, including responding to RFIs and RFPs.
- Sales & Renewal Activities Opportunity Development: Proactively identify, qualify, and drive upsell and cross-sell opportunities within the account base, coordinating with partners and distributors to structure value‑driven proposals and bundled offerings for joint customers.
- Renewal Management: Own and execute the renewal strategy, working directly with the customer and through channel partners to ensure the contract is renewed and expanded year‑over‑year, with clear alignment to procurement timelines, budget cycles, and framework agreements.
- Pipeline & Forecasting: Manage and update the full opportunity pipeline (CRM) for all expansion, and renewal business, ensuring visibility into the account forecast across direct and channel motions, and providing early insight into upcoming procurement events, tenders, and RFPs.
- Procurement & Commercial Support: Collaborate with distributors and resellers to support customer procurement processes, including technical inputs to RFPs/RFQs, BoM validation, license mapping, and alignment with purchasing policies and contractual requirements.
- Customer Success & Advisory Activities Strategic Relationship Management: Maintain and develop strong business and technical relationships at all levels, acting as the customer's primary point of contact, trusted advisor, and success champion.