Channel Account Manager - EMEA South

Quest Software Canada Inc; Lérida; Presencial; EUR 70.000 - 100.000; Jornada completa

Descripción de la vacante

A leading software company is seeking a Regional Channel Account Manager for the EMEA Partner Ecosystem team. This role involves building strategic partnerships, managing existing relationships, and driving sales growth in the Data & AI sector. The ideal candidate will have extensive experience in channel partnerships and a strong network in Iberia.

Formación

• 10+ years working with partners and in strategic account sales.
• Strong understanding of Data & AI solutions and value propositions.
• Experience in developing and executing go-to-market plans.

Responsabilidades

• Identify and recruit new specialized partners to drive growth.
• Manage existing partners, define growth strategies, and execute joint business plans.
• Collaborate with sales teams to identify and close opportunities.

Conocimientos

Communication

Relationship Building

Influencing

Educación

Master’s degree or equivalent

Descripción del empleo

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.

Role Overview

The development of Quest’s partner ecosystem is crucial to our success. The Channel Account Manager will be responsible for building and developing strategic partnerships with key partners in the region. Responsibilities include 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. The individual must engage with partners' key practices, sales, and leadership teams to foster strong field-level engagement between partners and Quest. They will also develop internal relationships within our organization, including with the Channel, Customer Success Team, Sales, Legal, and Sales Operations, to ensure partner success.

Business Context

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. The individual will coordinate efforts across the Quest Global Partner Ecosystem team to identify growth opportunities across the region and within partners.

Location & Experience

This role is based in Spain or Italy, requiring a strong network and knowledge of the partner ecosystem in Iberia or Italy. The ideal candidate will have experience in a similar role within a Data Management, Data Intelligence, or Data Governance software company.

Key Responsibilities

1. Identify and recruit new specialized partners to drive growth.
2. Manage existing partners, define growth strategies, and execute joint business plans.
3. Ensure adherence to the Quest partner program.
4. Build and execute GTM strategies and develop strategic relationships.
5. Identify partnership opportunities and work with partners to expand joint business.
6. Collaborate with sales teams to identify and close opportunities.
7. Define and prioritize strategies with partner executives and sales teams.
8. Drive lead generation, account planning, and manage partner leads.
9. Manage partner onboarding, including training and enablement.
10. Establish regular executive interlock activities.
11. Meet or exceed sales targets.
12. Develop formal annual business plans for each partner.
13. Support regional partner activities.

Qualifications

Minimum Requirements:

• Proven experience in building and leading channel or alliance partnerships in the software industry, especially in Data & AI.
• Experience in sales or consulting, with a track record of driving partnerships.
• Ability to influence internal teams and partners, building trust and teamwork.
• Willingness to travel as needed.
• 10+ years working with partners and in strategic account sales.
• Strong understanding of Data & AI solutions and value propositions.
• Experience in developing and executing go-to-market plans.
• Excellent communication and relationship-building skills.
• Master’s degree or equivalent; fluency in English and Spanish.

Preferred Requirements:

• Existing relationships with Data & AI domain partners.
• MBA or EMBA is a plus.
• Multilingual capabilities are advantageous.

About Quest

At Quest, we create and manage software that makes new technology benefits real—helping companies manage, modernize, and secure their business across on-premises and cloud environments. We’re committed to our employees’ growth and well-being, fostering a positive, innovative culture.

Quest is an equal opportunity employer. We encourage applicants from all backgrounds and ensure a fair hiring process.

For more information, visit our careers page at Quest Careers | Where next meets now. Please be cautious of scams; only apply through official channels listed on our website.