Channel Sales Manager Iberia ( Data And Ai Solutions)

Quest Software; Huelva; Presencial; EUR 70.000 - 90.000; Jornada completa

Descripción de la vacante

A technology solutions provider is seeking a Regional Channel Account Manager in Spain to build and develop strategic partnerships across EMEA. This role involves managing existing partners, recruiting new ones, and working with regional teams to drive sales. The ideal candidate has extensive experience in the software industry and a solid network within the partner ecosystem, especially in Data & AI solutions.

Servicios

Collaborative work environment

Focus on personal growth and well-being

Opportunity to innovate

Formación

• 10+ years experience working with partners, preferably in Data & AI.
• Proven track record in building channel or alliance partnerships.
• Experience selling to strategic accounts.

Responsabilidades

• Manage and develop strategic partnerships with key partners.
• Build and execute GTM strategies.
• Drive lead generation and account planning activities.
• Meet or exceed sales targets.

Conocimientos

Sales expertise

Relationship building

Understanding of Data & AI solutions

Problem-solving skills

Communication skills

Teamwork

Educación

MBA or EMBA (preferred)

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.

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 partners' 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 with a good network and knowledge of the partner ecosystem in Iberia, 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:

• 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 marketing activities.
• Ensure partners adhere to the requirements of the Quest partner program.
• Build strategic relationships, plan, develop, and execute GTM strategies.
• Understand partners' strategies and identify potential partnership opportunities.
• Work with partners to identify new sales opportunities and expand joint business.
• Collaborate with country/regional sales teams to identify, advance, and close opportunities.
• Work with partners’ executives and sales organizations to define 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 training and delivery.
• Plan, manage, and execute executive interlock activities between Quest and partners.
• Meet or exceed sales targets.
• Build annual business plans for each focus partner, including executive interlock, joint offerings, enablement, lead generation, and account alignment.
• Support partner activities regionally.

Minimum Requirements:

The successful candidate will have a proven track record in the software industry of building and leading channel or alliance partnerships, with experience in sales or consulting. Experience should include driving partnerships in the Data & AI space. The individual must demonstrate qualities that inspire trust and teamwork to influence Quest’s sales, marketing, product management, and CTO’s Office to support partner strategies.

• Willingness to travel as needed.
• Minimum 10+ years experience working with partners, with existing connections highly desirable.
• Minimum 10+ years successful experience selling into strategic accounts.
• Good understanding of Data & AI solutions and ability to articulate their value.
• History of developing and executing partner go-to-market plans with influential market players.
• Ability to build solid business plans including training, enablement, demand generation, and account planning.
• Ability to drive field engagement and pipeline development.
• Strong problem-solving skills, creativity, and ability to succeed remotely in a fast-paced environment.
• Track record of exceeding targets.
• Excellent communication and relationship-building skills.
• Ability to work independently and as part of a team.
• Sound business acumen.

Preferred Requirements:

• Existing relationships with partner executives in the Data & AI domain and a history of joint business development.
• MBA or EMBA is desirable.
• Multilingual skills are a plus.

Company Description

At Quest, we create and manage software that makes the benefits of new technology real. We help companies manage, modernize, and secure their business from on-premises to cloud, addressing challenges from Active Directory management to security. We are committed to delivering on our promises and fostering a dynamic, collaborative work environment.

Why work with us!

• Collaborate with passionate professionals.
• Innovate to improve solutions.
• Demonstrate a culture of positivity and meaningful relationships.
• Invest in our people’s growth and well-being.

Quest is an equal opportunity employer. All qualified applicants will receive consideration without regard to various protected characteristics. For more information, visit our careers page. Beware of fraudulent job offers; only apply through official channels.