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 involves 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 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 named partners and region, identifying growth opportunities.This role reports to the EMEA Partner Ecosystem Director and must be based in Spain, with a strong network and knowledge of the partner ecosystem in Iberia. The ideal candidate will have experience in a similar role within a Data Management, Data Intelligence, or Data Governance software company.Responsibilities :
Identify and recruit new specialized partners to drive growth.Manage existing partners, define growth strategies, and build joint business plans.Ensure partners adhere to the Quest partner program requirements.Build strategic relationships, develop, and execute GTM strategies.Understand partner strategies and identify new partnership opportunities.Work with partners to identify new sales opportunities and expand joint business.Collaborate with sales teams to identify, advance, and close opportunities.Define and prioritize strategies with partners’ executives and sales teams.Drive lead generation and account planning activities.Manage partner leads to generate opportunities.Determine onboarding needs including training planning and delivery.Plan and execute executive interlock activities.Meet or exceed sales targets.Build annual business plans for each focus partner.Support partner activities regionally.Minimum Requirements :
Proven track record in building and leading channel or alliance partnerships in the software industry.Experience in sales or consulting within Data & AI sectors.Willingness to travel as needed.Minimum 10+ years experience working with partners, with existing connections preferred.Successful experience selling into strategic accounts.Understanding of Data & AI solutions and value propositions.Ability to develop and execute partner go-to-market plans.Strong business planning, enablement, and demand generation skills.Proven ability to drive field engagement and pipeline development.Creative problem-solving skills and ability to work in a fast-paced environment.Excellent communication and relationship-building skills.Ability to work independently and as part of a team.Sound business acumen.Preferred Qualifications include existing relationships with Data & AI partner executives, an MBA or EMBA, and multilingual abilities. Fluency in English and Spanish is required.At Quest, we create and manage software that makes new technology benefits real. We are committed to diversity and equal opportunity in employment.
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