Channel Account Manager - EMEA South

Join to apply for the Channel Account Manager - EMEA South role at Quest Software

Join to apply for the Channel Account Manager - EMEA South role at Quest Software

Overview Of Job Function
Quest is looking for a seasoned and proven team player with high energy and initiative to fill a key role within the EMEA Partner Ecosystem team as a Regional Channel Account Manager covering the South region. This role will be a key contributor to the sales and business development strategy as we look to further develop our network of partners in EMEA.

Overview
Channel Account Manager, EMEA South
Overview Of Job Function
Quest is looking for a seasoned and proven team player with high energy and initiative to fill a key role within the EMEA Partner Ecosystem team as a Regional Channel Account Manager covering the South region. This role will be a key contributor to the sales and business development strategy as we look to further develop our network of partners in EMEA.
The development of Quest’s partner ecosystem is crucial to the success of our company. The Channel Account Manager will be responsible for building and developing strategic partnerships with key partners in the region. The role will involve managing existing and identifying new partners, developing relationships at the executive level, defining go-to-market strategies and driving field engagement and sales in collaboration with the regional sales teams. This individual must engage with partner's key practices as well as sales and leadership teams to drive strong field level engagement between partners and Quest. They will be required to develop strong internal relationships within our organization with the Channel, Customer Success Team, Sales, Legal and Sales Operations to ensure the success of our partners.
The Information Management Business Unit is one of the fastest growing businesses within Quest Software, with a portfolio spanning AI, Data Management, Data Operations & DevOps solutions. This individual will need to work with the Quest Global Partner Ecosystem team to coordinate efforts across his/her named partners and region and to identify opportunities for growth across Quest.
This role will report to the EMEA Partner Ecosystem Director.
This role needs to be based in Spain or Italy, a good network and knowledge of the partner ecosystem in Iberia or Italy is a Must. The ideal candidate will have experience in a similar role at a Data Management, Data Intelligence or Data Governance software company.

• Identify and recruit new specialized partners who can drive growth in this space
• Manage existing partners, define growth strategies, build and execute joint business plans through a variety of marketing activities agreed with the partners
• Ensure partners adhere to the requirements of the Quest partner program
• Build strategic relationships, plan, develop and execute GTM strategy
• Understand partners' strategy, and identify potential partnership opportunities
• Work with partners to identify new sales opportunities and expand joint business
• Actively collaborate with country/regional sales teams in identifying, advancing and closing opportunities
• Work with partners’ executives and sales organization to define and prioritize strategies needed to grow sales jointly
• Drive lead generation and account planning activities
• Be the primary owner of partner leads and manage them to generate opportunities
• Determine partner onboarding needs including global training planning and delivery
• Plan, manage and execute executive interlock activities establishing a regular connect between Quest executives and partner counterparts
• Meet or exceed assigned sales targets
• Build out formal annual business plans for each focus partner that includes executive interlock, joint offerings, strategy, enablement, lead generation and account alignment
• Support partner activities in region
  

• Identify and recruit new specialized partners who can drive growth in this space
• Manage existing partners, define growth strategies, build and execute joint business plans through a variety of marketing activities agreed with the partners
• Ensure partners adhere to the requirements of the Quest partner program
• Build strategic relationships, plan, develop and execute GTM strategy
• Understand partners' strategy, and identify potential partnership opportunities
• Work with partners to identify new sales opportunities and expand joint business
• Actively collaborate with country/regional sales teams in identifying, advancing and closing opportunities
• Work with partners’ executives and sales organization to define and prioritize strategies needed to grow sales jointly
• Drive lead generation and account planning activities
• Be the primary owner of partner leads and manage them to generate opportunities
• Determine partner onboarding needs including global training planning and delivery
• Plan, manage and execute executive interlock activities establishing a regular connect between Quest executives and partner counterparts
• Meet or exceed assigned sales targets
• Build out formal annual business plans for each focus partner that includes executive interlock, joint offerings, strategy, enablement, lead generation and account alignment
• Support partner activities in region
  

• Willingness to travel as needed
• Minimum 10+ years experience of working with partners. Existing connections with the selected partners highly desirable.
• Minimum 10+ years successful experience selling into strategic accounts
• Good understanding of Data & AI solutions and ability to articulate the value proposition
• History of developing and executing partner go-to-market plans with influential market players
• Ability to build a solid business plan, including training, enablement, demand generation, account planning and in general any required tasks to drive and grow the partnership
• Ability to drive field engagement to produce meaningful pipeline development across all segments
• Be creative with strong problem-solving skills and the ability to succeed in a fast-paced environment while working remotely
• Track record of exceeding targets
• Excellent spoken and written communication, interpersonal, relationship building skills
• Ability to work both independently and being a team player
• Sound business acumen skills; thrive in a fast-paced, dynamic work environment
• Master’s degree or equivalent required
• Fluent in English and Spanish
  

• Life at Quest means collaborating with dedicated professionals with a passion for technology.
• When we see something that could be improved, we get to work inventing the solution.
• Our people demonstrate our winning culture through positive and meaningful relationship.
• We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.
• Our team members’ health and wellness is our priority as well as rewarding them for their hard work.
  

• Seniority level Mid-Senior level

• Employment type Full-time

• Job function Sales, Business Development, and Information Technology
• Industries Software Development

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