Qualys · Washington, D.C.
Other
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Role Summary
Qualys is seeking a Senior Global Partner Programs Director to design, build, and manage the global partner program framework that supports the company's partner-first go-to-market strategy.
This role is responsible for translating partner strategy into scalable programs, operating models, and processes across the Qualys ecosystem, including mROC partners, GSIs, MSSPs, MDR providers, solution providers, resellers, VARs, distributors, cloud marketplaces, and technology alliances.
Working closely with the VP of Global Channels & Alliances, CRO, and cross-functional leadership, this individual will own global partner program architecture, tiering, economics, enablement frameworks, governance, partner experience, operational cadence, and performance measurement.
Key Responsibilities
Global Partner Program Leadership
•Design and manage the global partner program framework across all partner types.
•Develop partner tiering, benefits, requirements, competencies, certifications, incentives, rebates, MDF, and deal registration structures.
•Align program economics to drive partner investment, customer acquisition, platform adoption, retention, and services growth.
•Establish governance, program policies, eligibility criteria, and operating standards.
•Create scalable growth paths that allow partners to expand from resale into managed and professional services.
mROC, MSSP & Services Partner Programs
•Scale the mROC Partner Alliance through defined entry requirements, delivery standards, certifications, competencies, and partner progression paths.
•Develop repeatable service models, delivery playbooks, reference architectures, and commercial frameworks that partners can build practices around.
•Build enablement and certification programs that support consistent delivery quality globally.
•Create program structures supporting GSIs, MSSPs, MDR providers, and other services-led partners.
•Measure and grow certified delivery capacity across the partner ecosystem.
Reseller, VAR & Distribution Programs
•Own programs supporting solution providers, resellers, VARs, and distributors.
•Define tiering, economics, enablement, accreditation, recruitment, and onboarding models.
•Develop scalable distributor-led motions that support partner growth while maintaining program consistency.
•Ensure partners have clear paths to expand technical and services capabilities.
Partner Experience & Operations
•Improve the end-to-end partner experience across onboarding, enablement, certification, deal registration, quoting, renewals, MDF, and support processes.
•Simplify workflows and establish measurable service-level expectations.
•Drive self-service access to program information, training, certifications, reporting, and partner resources.
•Partner with Operations, IT, Finance, Legal, and Business Applications teams to improve supporting systems and processes.
Program Governance & Execution
•Establish annual planning, quarterly business reviews, advisory councils, partner reviews, and program release schedules.
•Lead program communications, launch readiness, and change management activities.
•Ensure global consistency while accommodating regional market requirements.
•Build internal enablement to ensure regional teams administer programs consistently.
Cross-Functional Leadership
•Partner with Product, Marketing, Enablement, Operations, Finance, Legal, IT, and Support teams to align partner programs with company objectives.
•Incorporate partner requirements into product launches, enablement plans, and service offerings.
•Partner with regional leadership to ensure effective global execution.
•Represent Qualys at partner events, advisory boards, and industry engagements.
Measurement & Performance
•Define and manage KPIs including:
•Certified delivery capacity
•Services attach rates
•Partner productivity
•Partner-sourced and influenced contribution
•Retention and expansion performance
•Incentive and MDF effectiveness
•Time to partner productivity
•Deliver reporting and insights by region, partner type, tier, and distributor.
•Evaluate program effectiveness and drive continuous improvement.
Qualifications
Required
•12+ years of channel, alliances, or partner experience, including 5+ years leading global partner programs in enterprise software or SaaS.
•Experience building and operating programs for MSSPs, managed service providers, systems integrators, and other services-led partners.
•Experience developing competency, certification, enablement, and practice-building frameworks.
•Operationalizing, integrating, and automating internal and external systems/platforms to accelerate business operations (partner portal, SFDC, Tableau, Gong, AI tools, Microsoft)
•Proven ownership of global partner program design, launch, governance, and optimization.
•Strong understanding of partner business models, including:
•MSSP and managed services
•GSIs and systems integrators
•Solution providers and VARs
•Distribution
•Cloud marketplaces
•Technology alliances
•Experience designing partner economics, incentives, rebates, MDF programs, and deal registration frameworks.
•Strong operational and analytical skills, including governance, reporting, and program performance management.
•Ability to influence senior stakeholders across multiple functions without direct authority.
•Experience with PRM, Salesforce, LMS, incentive management, and partner analytics platforms.
•Excellent written and verbal communication skills.
Preferred
•Experience working in a partner-first cybersecurity software company
•Core understanding cloud marketplace program operations including AWS, GCP, and OCI.
•Experience managing global programs across the Americas, EMEA, APAC, and Japan.
Success Profile
The successful candidate combines strategic thinking with strong operational execution. They understand partner economics, can build scalable programs across multiple partner models, and have a track record of turning business objectives into programs that partners and field teams can execute consistently.
Success will be measured by program adoption, partner engagement, partner profitability, operational efficiency, and overall business impact across the global partner ecosystem.
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Qualys is an Equal Opportunity Employer, please see our EEO policy.