Senior Subject Matter Expert

Qualys

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Qualys Senior Subject Matter Expert, VMDR

Qualys VMDR Subject Matter Experts are expected to have extensive knowledge of the product and how it could integrate with other modules to support strategic and operational business requirements. Qualys VMDR subject matter experts provide valuable insights and education on asset and vulnerability management, remediation, threat intelligence, and public cloud security using the Qualys platform. This is a highly visible role within the company and provides an excellent opportunity for career advancement and to make a significant impact.

This technical role requires close collaboration with sales, product management, and marketing teams. This role is responsible for evangelizing new features and performing hands-on demos to the sales team and customers, effectively bridging the platform’s technical and business benefits.

In the post-sales segment, you’ll support Technical Account Managers (TAMs) with in-depth Qualys platform expertise, strengthening customer relationships and fostering upsell opportunities. Your extensive understanding of Qualys technologies and vulnerability management programs will enable you to propose tailored solutions, driving both renewals and expanded use of the platform.

Responsibilities

1. Support post-sales alongside Qualys sellers to support technical engagements and ensure customer success.
2. Understand and document customers' compliance and security requirements and recommend end-to-end solutions based on Qualys security solutions and partner integrations.
3. 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.
4. 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.
5. 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.
6. Establish a trusted advisory relationship with customer technical decision makers.
7. Work with field sellers on the development and delivery of proposals that clearly demonstrate the differentiated value of the Qualys platform.
8. Develop and deliver a variety of technical engagements including workshops, whiteboarding architecture design sessions, and post-sale deployment reviews.
9. Maintain visibility of the latest developments in the Qualys portfolio and in the larger security and compliance ecosystem.
10. Contribute to the development of product-related sales-enablement packages and product messaging.
11. Document and distribute business/technical insights to area and corporate leadership that will help improve customer outcomes and support the achievement of company goals.
12. Author blogs, whitepapers, and solution guides and represent Qualys at industry events.
13. Assist in the training of field sales.
14. This is a technical and hands-on individual contributor role that involves frequent travel to customer locations as needed (at least 30% travel, post-COVID restrictions).

Required Skills:

1. Proven ability to assess and align cybersecurity initiatives with overall business strategy, demonstrating an understanding of how security solutions contribute to broader organizational goals and risk management frameworks.
2. Excellent interpersonal and communication skills, both technical and non-technical, with the ability to articulate complex technical concepts to diverse audiences.
3. Solid understanding and hands-on experience with asset management, patching, vulnerability management, risk assessment, configuration management, and cloud security.
4. Ability to understand and design complex architectures that solve security issues end-to-end (from identification through to remediation).
5. Extensive experience with the Qualys platform or other security and compliance platforms as a practitioner or customer success architect.
6. Background in solution engineering, systems engineering, and familiarity with data networking concepts.
7. Familiarity with key industry/compliance standards and frameworks for developing and governing corporate and government security programs.
8. Working knowledge of popular public cloud services infrastructure offerings such as AWS, Azure, and GCP.
9. Self-starter who has a “can-do” attitude and passion for leveraging technology to solve business problems.
10. Experience with using API is a plus.
11. Prior experience interacting with customers in a similar kind of role.
12. Strong communicator – written, verbal, and presentation.
13. Excellent interpersonal and presentation skills.