Technical Account Manager, EECCA

Sales Requisition ID 4285 Russian Federation


The Technical Account Manager (TAM) is responsible for actively driving the sales and technical processes with both direct and channel-led prospects and customers for their respective markets. You will be required to correctly position our solutions in the client’s vision, and to assist with the testing, understanding and implementation of these in the customer’s IT security environment.

The ideal candidate will be required to establish a strong relationship with clients, detect opportunities, position our solutions, manage the entire sales cycle, remove technical and sales hurdles. The candidate will be required to conduct presentations, follow the Proof of Concepts and drive Sales activity, including the logging of main events to the CRM, which will also be used for Pipeline, Forecast and Reporting activities.


  • Build, maintain and develop business and technical relationships for new/assigned opportunities
  • Grow aligned accounts by identifying and developing opportunities to expand the range of services offered
  • Actively follow and support the Qualys Lead Generation activity
  • Compile and deliver 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
  • Manage opportunity pipeline activity through the Company’s CRM
  • Provide accurate forecasting on Sales pipeline
  • Carefully monitor the quality of all services Qualys delivered to customer
  • Raise any necessary alert for the customer’s business or technical situation in a timely manner
  • Collaborate with Product Management, Marketing and Engineering teams to drive prospect requirements
  • Occasional onsite prospect visits / conferences / trade shows

Required attributes

The ideal candidate will be self-motivated with important knowledge of IT security and will be familiar with typical business and sales process controls. The ability to demonstrate strong presentation skills and communicate professionally in response to emails, RFPs and submitting reports is essential. An organised and analytical approach to finding solutions to obstacles through creative and adaptive approaches is also key.

  • Bachelors degree
  • 3+ years relevant experience (preferably supporting external clients)
  • Excellent Russian and English written and verbal communication skills
  • Ability to learn, understand and apply new technologies
  • Familiarity with customer presentations and negotiations is desired
  • Capable of blending technical details with commercial requirements
  • Preferred knowledge of key technologies and subjects including: Vulnerability Management and Patch Management, Policy Compliance/Audit Tools, Web App Security, Endpoint Detection and Response, File integrity Monitoring, Other relevant enterprise security solutions, Containers and DevOps cycle
  • Previous experience of Qualys or related solutions is an advantage

EEO Employer/Vet/Disabled