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 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 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 their designated partners and region, and to identify growth opportunities across Quest.
This role will report to the EMEA Partner Ecosystem Director.
The role must be based in Spain or Italy, with a good network and knowledge of the partner ecosystem in Iberia or Italy, which is a Must. The ideal candidate will have experience in a similar role at a Data Management, Data Intelligence, or Data Governance software company.
Responsibilities
1. Identify and recruit new specialized partners who can drive growth in this space.
2. Manage existing partners, define growth strategies, and build and execute joint business plans through various marketing activities.
3. Ensure partners adhere to the requirements of the Quest partner program.
4. Build strategic relationships, plan, develop, and execute GTM strategies.
5. Understand partners' strategies and identify potential partnership opportunities.
6. Work with partners to identify new sales opportunities and expand joint business.
7. Collaborate with country/regional sales teams to identify, advance, and close opportunities.
8. Work with partners’ executives and sales teams to prioritize strategies for sales growth.
9. Drive lead generation and account planning activities.
10. Manage partner leads to generate opportunities.
11. Determine partner onboarding needs, including training and delivery.
12. Plan and execute executive interlock activities between Quest and partners.
13. Meet or exceed sales targets.
14. Develop annual business plans for each focus partner, including strategies and enablement.
15. Support partner activities regionally.
Qualifications
Minimum Requirements:
* Proven track record in building and leading channel or alliance partnerships in the software industry, especially in Data & AI space.
* At least 10+ years of experience working with partners and in strategic account sales.
* Existing connections with key partners in Iberia or Italy preferred.
* Strong understanding of Data & AI solutions and ability to articulate value propositions.
* Experience in developing and executing partner go-to-market plans.
* Ability to build comprehensive business plans including enablement, demand generation, and account planning.
* Excellent communication, relationship-building, and problem-solving skills.
* Ability to work independently and as part of a team.
* Master’s degree or equivalent; fluent in English and Spanish.
Preferred Requirements:
* Existing relationships with Data & AI partner executives and history of joint business development.
* MBA or EMBA is a plus.
* Multilingual skills are advantageous.
At Quest, we create and manage software that makes the benefits of new technology real. We are committed to diversity and equal opportunity in the workplace. Join us to be part of a company where Next Meets Now.
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