Join to apply for the Channel Account Manager - EMEA South role at Quest Software
Overview Of Job Function
Quest is seeking a seasoned team player with high energy and initiative to fill a key role within the EMEA Partner Ecosystem team as a Regional Channel Account Manager for the South region. This position will contribute significantly to our sales and business development strategies by expanding our network of partners across EMEA.
The development of Quest’s partner ecosystem is vital to our success. The Channel Account Manager will be responsible for building and nurturing strategic partnerships with key regional partners. Responsibilities include managing existing partnerships, identifying new ones, developing executive relationships, and defining go-to-market strategies to drive engagement and sales in collaboration with regional sales teams. The individual must also foster internal relationships within Quest, including with the Channel, Customer Success, Sales, Legal, and Sales Operations teams, to ensure partner success.
This role involves working with the Information Management Business Unit, which is rapidly growing within Quest Software, focusing on AI, Data Management, Data Operations, and DevOps solutions. Coordination with the Quest Global Partner Ecosystem team to identify growth opportunities across the region is essential.
The position reports to the EMEA Partner Ecosystem Director and requires the candidate to be based in Spain or Italy, with a strong network and knowledge of the Iberian or Italian partner ecosystems. Experience in a similar role within Data Management, Data Intelligence, or Data Governance software companies is preferred.
Key Responsibilities
1. Identify and recruit new specialized partners to drive growth.
2. Manage existing partners, develop growth strategies, and execute joint business plans.
3. Ensure compliance with the Quest partner program.
4. Build strategic relationships and develop GTM strategies.
5. Identify and pursue new sales opportunities with partners.
6. Collaborate with sales teams to identify, develop, and close opportunities.
7. Define onboarding needs and deliver global training.
8. Establish regular executive interlock activities.
9. Achieve or surpass sales targets.
10. Create annual business plans for each partner, including strategy, enablement, lead generation, and account alignment.
Minimum Requirements
The ideal candidate will have a proven track record in building and leading software channel or alliance partnerships, especially in the Data & AI space, with experience in sales or consulting. They should demonstrate leadership qualities that foster trust and collaboration across teams and with partners.
* Willingness to travel as needed.
* At least 10+ years of experience working with partners, with existing connections preferred.
* At least 10+ years of successful experience selling into strategic accounts.
* Strong understanding of Data & AI solutions and their value propositions.
* Experience developing and executing partner GTM plans with influential market players.
* Ability to develop comprehensive business plans covering training, enablement, demand generation, and account planning.
* Proven success in driving field engagement and pipeline development.
* Creative problem-solving skills and ability to succeed remotely in a fast-paced environment.
* Excellent communication and relationship-building skills.
* Ability to work independently and as part of a team.
* Master’s degree or equivalent.
* Fluent in English and Spanish.
Preferred Qualifications
Existing relationships with Data & AI partner executives and a history of joint business development are advantageous. An MBA or EMBA is desirable. Multilingual abilities are a plus.
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