QBS Software France (QBS) is a major player in the resale and distribution of computer software in France and Europe, offering a comprehensive range of products and solutions from a wide array of international publishers. With a turnover of over €115 million, the group has been developing its software expertise for more than 20 years and supporting its partners and clients in their digital transformation challenges.
You will represent a multi-vendor cybersecurity portfolio designed for modern France organisations, covering areas such as:
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Endpoint, network and cloud security
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Identity and access security
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Security analytics and monitoring
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Email and user protection
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Managed or co-managed security solutions
Our portfolio is curated specifically for France, enabling VARs and Resellers to deliver highvalue security outcomes with predictable commercial models and strong customer retention.
Role Overview
The Security Sales Specialist is a mid-level, quotacarrying role focused primarily on driving cybersecurity sales through FR VARs and Resellers.
The role encompasses:
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Identifying, recruiting, and enabling new reseller partners
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Growing and supporting existing reseller relationships
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Building a strong, consistent pipeline of opportunities
The ideal candidate has strong existing relationships across the FR reseller/VAR ecosystem and a proven track record selling cybersecurity or software solutions within the channel.
Key Responsibilities
Channel Sales & Revenue Growth
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Own and deliver monthly and annual GP targets across a diverse cybersecurity vendor portfolio.
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Drive adoption of multiple security solutions across FR VARs and Resellers.
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Build profitable, trusted commercial relationships with partner sales and technical teams.
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Maintain strong pipeline discipline and accurate forecasting through CRM usage.
Business Development - VAR & Reseller Focus
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Identify and acquire new cybersecurity-focused UK VARs and Reseller partners.
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Execute structured outreach campaigns via calls, email, LinkedIn and events.
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Conduct introductory meetings, capability presentations and value-focused discussions.
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Accelerate onboarding and activation of new partners through early opportunity generation.
Account Management & Partner Growth
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Manage a defined portfolio of reseller partners, acting as their primary commercial contact.
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Develop and execute joint account plans to drive revenue, product penetration and partner engagement.
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Support partners on deal structuring, quoting, pricing strategy and competitive positioning.
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Conduct regular business reviews to assess pipeline, performance and next actions.
SDR / Pipeline Generation
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Run structured outbound prospecting activity to create new pipeline and partner conversations.
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Qualify inbound leads and transform them into partner engagement or deal opportunities.
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Maintain accurate records of interactions, pipeline status and activities within the CRM.
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Continuously refine outreach messages, cadences and channel positioning.
Go-to-Market & Collaboration
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Work closely with Vendor Channel Manager and Vendor Distribution Managers to ensure complete alignment on channel strategy and execution.
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This includes:
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Joint planning for key reseller/VAR accounts
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Shared pipeline reviews and progress tracking
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Visibility and coordination around partner activity, wins and challenges
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Coordinated outreach to strategic partners
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Mutual reporting to keep all stakeholders informed and aligned
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Collaborate with QBS marketing, vendor marketing and channel teams to:
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Deliver partner enablement programs
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Support joint campaigns and webinars
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Execute UK channel events and roadshows
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Drive participation in vendor-specific initiatives
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Attend customer meetings, partner sessions and events across the UK as needed (with occasional overnight travel).
Operational Excellence
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Maintain disciplined CRM hygiene and accurate forecasting.
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Follow QBS operational processes for pricing, approvals and partner management.
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Provide market feedback, competitive insights and partner intelligence to internal teams.
Experience
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3-5 years' experience in cybersecurity or software sales within France.
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Proven success selling through VARs and Resellers (essential).
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Demonstrable ability to achieve targets in a commercial B2B sales environment.
Market Knowledge
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Understanding of the FR cybersecurity landscape and reseller ecosystem.
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Awareness of key security domains (endpoint, identity, cloud, monitoring, email, etc.).
Skills
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Strong communication, presentation and negotiation capability.
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Ability to blend outbound prospecting with relationship-focused account management.
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Excellent organisational, forecasting and CRM management skills.
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High level of commercial awareness and partner empathy.
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Fluent in English and French
Qualifications
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Degree or equivalent industry experience preferred.
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Cybersecurity or channel sales training is advantageous.
Working Pattern:
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Hybrid: 3 days in our Paris office, 2 days from home.
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Hours: 09:00-17:00, Monday to Friday.
Travel:
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FR travel for partner meetings and events, with occasional overnight stays.
Benefits:
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Attractive salary + OTE
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Mutelle Insurance 50%
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PLUXEE Lunch Voucher at 50%
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Great and warm team !
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Flexi office
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Transport cover 50%
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Training & development
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Mentoring and career progression opportunities
Start date:
1st May 2026
