What are the responsibilities and job description for the Lead Product Manager, GTM Systems & Partner Channel Programs position at Qualys?
Come work at a place where innovation and teamwork come together to support the most exciting missions in the world!
About the Role
We are seeking a Lead Product Manager, GTM Systems & Partner Channel Programs. This is a high-impact role at the intersection of partner strategy, revenue operations, and enterprise systems. You will drive the end-to-end roadmap for partner portal infrastructure, Salesforce platform evolution, and CPQ/CLM/Billing transformation with direct accountability for partner adoption, channel pipeline, and commercial outcomes.
You will serve as the primary strategic bridge between Channel Sales, Partner Success, Finance, Legal, and Engineering translating complex stakeholder needs into scalable GTM systems that accelerate indirect revenue growth.
Key Responsibilities
Partner Channel Programs & PRM
- Own the global partner portal strategy and implementation using Impartner PRM integrated with Salesforce - enabling partner onboarding, deal registration, MDF management, co-sell pipeline visibility, and enablement content delivery at scale
- Architect and govern partner tier management workflows (Registered, Silver, Gold, Platinum) including automated tier qualification, benefits assignment, and renewal notifications
- Build and optimize deal registration, channel conflict resolution, and lead distribution workflows to maximize partner deal velocity and channel-sourced revenue
- Define and track partner KPIs including engagement metrics, pipeline contribution, ARR visibility, NRR impact, and portal adoption rates
Lead-to-Cash & GTM Systems (Salesforce)
- Lead the Salesforce roadmap across Sales Cloud, Service Cloud, and CPQ acting as the primary product liaison across Sales, Customer Success, Finance, Legal, and Engineering
- Own implementation and continuous improvement for complex pricing, product bundling, discount governance, and approval workflows
- Manage subscription, usage-based, and milestone billing models, integrated with ERP systems (NetSuite, RevPro) for automated invoicing and revenue recognition
- Spearhead AI-powered workflow automation across the GTM stack improving forecast accuracy, eliminating manual effort, and driving operational efficiency
Strategy, Delivery & Leadership
- Work with product management, operations, and systems functions with full accountability for roadmap execution and KPIs
- Author BRDs, user stories, data mapping specs, and acceptance criteria; facilitate UAT cycles, change management, and cutover planning for large-scale implementations
Required Experience
- 15 years of progressive experience in GTM systems, revenue operations, or partner channel programs within high-growth B2B enterprise technology environments
- Hands-on expertise with Impartner PRM (or equivalent partner relationship management platform) integrated with Salesforce for partner portal strategy and execution
- Deep Salesforce expertise across Sales Cloud, Service Cloud and CPQ with a track record of complex, cross-cloud implementations
- Expertise spanning CPQ, CLM, and Billing from architecture through implementation and ongoing optimization
- Proven ability to own and deliver lead-to-cash transformations with measurable commercial outcomes (ARR, NRR, channel pipeline contribution)
Preferred Qualifications
Salesforce Certified Administrator and/or Developer certifications
Experience with ERP integration (NetSuite) and middleware platforms (Dell Boomi)
Background in AI-powered forecast scoring, workflow automation, or GTM analytics
Experience navigating M&A integration of GTM systems and org consolidations
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The salary range for this position is $165,000 - $190,000 per year. Final compensation will be determined based on several factors, including but not limited to skills, relevant experience, and work location. Please note this range reflects base salary and does not include incentive compensation or potential equity grants. We also offer a comprehensive and highly competitive benefits package.
Qualys is an Equal Opportunity Employer, please see our EEO policy.
Qualys is committed to building an environment characterized by respect for the individual where cultural and ethnic diversity are blended by teamwork into a harmonious work force. Because of this we are firmly committed to equal employment opportunity for all employees.
All qualified applicants shall receive consideration that is free of discrimination or harassment on the grounds of race, color, national origin, ancestry, medical condition, religious creed (including religious dress and grooming practices), marital status, registered domestic partner status, sex, sexual orientation, gender identity and expression, genetic characteristics and information, age, veteran status, or any other protected characteristic.
This applies equally to individuals with a physical or mental disability or medical condition.
Qualys offers reasonable accommodations to qualified individuals with physical or mental disabilities to the extent the accommodation will enable them to perform the essential functions of the job and will not create an undue hardship. Further information relating to reasonable accommodations is available from the Human Resources Department.
If you request assistance or accommodations, please contact us at HR@Qualys.com
Salary : $165,000 - $190,000