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Qualys Security Solutions Architect - TotalCloud SME

Collaborate closely with field sellers (Technical Account Managers or TAMs) within the enterprise customer segment to drive both local and corporate growth initiatives by delivering advanced technical expertise on the Qualys TotalCloud Platform. Utilize a comprehensive understanding of cloud security technologies to design and propose solutions that align with customer requirements and business objectives.

As a Qualys Security Solutions Architect, serve as a trusted advisor to customers by providing critical insights and education on asset and vulnerability management, patching, threat detection and response, compliance, and cloud and application security, leveraging the world-class capabilities of the Qualys Platform to effectively mitigate risks in both cloud and on-premise environments.

This technical role involves close coordination with sales teams, product management, marketing, and strategic partners. It is a highly visible and strategic position within the organization, providing significant opportunities for career advancement and the potential to make a meaningful impact.

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 in relation the the TotalCloud product set
Understand and document customers' compliance and security requirements
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 with TotalCloud
Execute standardized and high-quality 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 TotalCloud 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
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
This is a technical and hands-on individual contributor role that involves travel to customer locations as needed (at least 40% travel)

Desired Skills:

Highly motivated self-starter with a proactive approach and a strong passion for leveraging technology to address business challenges in the security and compliance domain.
Demonstrated proficiency in public cloud infrastructure services, with professional certifications in AWS, Azure, and GCP
Extensive experience with cloud environments, devops, or other security platforms in various capacities, including practitioner, technical seller, sales engineer, or customer success architect.
Strong understanding or hands-on expertise in asset management, patching, vulnerability management, policy compliance, configuration management, cloud and application security, and threat detection.
Proven ability to design and comprehend complex architectures that address security and compliance challenges comprehensively, from identification through to remediation and recovery.
Demonstrated experience interacting with customers in similar roles, particularly as a technical seller, ensuring effective communication and solution delivery.
Exceptional communication skills, both written and verbal, with a proven ability to present information clearly and compellingly.
Excellent interpersonal and presentation skills, enabling effective engagement with clients and stakeholders at all levels.

Annual Salary Guidelines: $155,000 - $180,000 [OTE]

Qualys is an Equal Opportunity Employer, please see our EEO policy.

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