Established in 1987, QBS Software provides a platform for software companies and channel partners to increase efficiency and achieve growth. We are a technology business specialising in software distribution across enterprise, cloud and cybersecurity markets.
Recognised in the Sunday Times HSBC International Track 200 and selected as one of the London Stock Exchange's "1,000 Companies to Inspire Britain," QBS combines strong commercial performance with industry-leading environmental and social responsibility as a certified B Corp and Planet Mark net carbon neutral organisation.
We believe that great people, collaboration and diversity drive our ongoing success.
As QBS CyberVAD continues to expand, we are strengthening our cybersecurity sales capability to support a broader range of security vendors and to grow our Nordic reseller footprint. With several new additions to our security portfolio and increasing demand from channel partners, we are seeking a Security Sales Specialist to accelerate growth across a range of bestinclass cybersecurity solutions.
About the Security Portfolio
You will represent a multi-vendor cybersecurity portfolio designed for modern Nordic 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 the Nordic channel, 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 quotacarrying role focused primarily on driving cybersecurity sales through Nordic 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 Nordic 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 targets across a diverse cybersecurity vendor portfolio.
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Drive adoption of multiple security solutions across Nordic 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 VARs and Reseller partners in the Nordic countries.
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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.
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
Work closely with Vendor Regional Sales Managers and/or Vendor Distribution/Channel Managers to ensure complete alignment on channel strategy and execution.
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 Nordic 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 Nordics 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.
What Success Looks Like
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Achievement of GP targets through reseller-led sales motions.
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Expansion of active VAR/reseller partners selling across the cybersecurity portfolio.
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Strong partner satisfaction and repeat business.
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Predictable, well-managed pipeline with accurate forecasting.
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Positive, aligned working relationships with vendor-side RSMs and distribution contacts.
What You'll Bring
Experience
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3-5 years' experience in cybersecurity or software sales within the Nordic channel.
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Proven success selling through VARs and Resellers.
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Demonstrable ability to achieve targets in a commercial B2B sales environment.
Market Knowledge
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Understanding of the Nordic cybersecurity landscape and partner 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.
Qualifications
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Degree or equivalent industry experience preferred.
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Cybersecurity or channel sales training is advantageous.
Other Information
Working Pattern:
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Hybrid: ~3 days in our Goteborg office.
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Hours: 40hours per week, Monday to Friday.
Travel:
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Travel for partner meetings and events, with occasional overnight stays.
Equal Opportunities:
QBS is an equal opportunities employer committed to an inclusive and equitable environment for all employees and applicants.
