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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 the 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 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 a good network and knowledge of the partner ecosystem in Iberia 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 a variety of marketing activities agreed with the partners

- Ensure partners adhere to the requirements of the Quest partner program

- Build strategic relationships, plan, develop and execute GTM strategy

- Understand partners' strategy, and identify potential partnership opportunities

- Work with partners to identify new sales opportunities and expand joint business

- Actively collaborate with country/regional sales teams in identifying, advancing and closing opportunities





- Work with partners’ executives and sales organization to define and prioritize 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 global training planning and delivery

- Plan, manage and execute executive interlock activities establishing a regular connect between Quest executives and partner counterparts

- Meet or exceed assigned sales targets

- Build out formal annual business plans for each focus partner that includes executive interlock, joint offerings, strategy, enablement, lead generation and account alignment

- Support partner activities in region

Minimum Requirements:

The successful candidate will have a proven track record in the software industry of building and leading channel or alliance partnerships.



Experience should include a background in the sales or consulting side of the business. The candidate should have proven track record of driving partnerships in the Data & AI space. The individual must exhibit qualities that inspire teaming and trust to influence Quest Sales, Marketing, Product Management and the CTO’s Office to support select partner strategies.

- Willingness to travel as needed

- Minimum 10+ years experience of working with partners. Existing connections with the selected partners highly desirable.

- Minimum 10+ years successful experience selling into strategic accounts

- Good understanding of Data & AI solutions and ability to articulate the value proposition

- History of developing and executing partner go-to-market plans with influential market players

- Ability to build a solid business plan, including training,



enablement, demand generation, account planning and in general any required tasks to drive and grow the partnership

- Ability to drive field engagement to produce meaningful pipeline development across all segments

- Be creative with strong problem-solving skills and the ability to succeed in a fast-paced environment while working remotely

- Track record of exceeding targets

- Excellent spoken and written communication, interpersonal, relationship building skills

- Ability to work both independently and being a team player

- Sound business acumen skills; thrive in a fast-paced, dynamic work environment

- Master’s degree or equivalent required

- Fluent in English and Spanish

Preferred Requirements:





- Existing relationship with partner executives with capabilities in the Data & AI domain and history of successfully developing joint business

- MBA or EMBA is desirable

- Multi-lingual is a plus

Company Description

At Quest, we create and manage the software that makes the benefits of new technology real. Companies turn to us to manage, modernize and secure their business, from on-prem to in-cloud, from the heart of the network to the vulnerable endpoints. From complex challenges like Active Directory management and Office 365 migration, to database and systems management, to redefining security, and hundreds of needs in between, we help you conquer your next challenge now. We’re not the company that makes big promises. We’re the company that fulfills them. We’re Quest: Where Next Meets Now.

Why work with us!

-Life at Quest means collaborating with dedicated professionals with a passion for technology.





-When we see something that could be improved, we get to work inventing the solution.

-Our people demonstrate our winning culture through positive and meaningful relationship.

-We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential.

-Our team members’ health and wellness is our priority as well as rewarding them for their hard work.

Quest is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation,



or any other characteristic protected by applicable laws, regulations and ordinances.

Come join us. For more information, visit us on the web at Quest Careers | Where next meets now. Join Quest.

Job seekers should be aware of fraudulent job offers from online scammers and only apply to roles listed on quest.com/careers using our applicant system. Note: We do not use text messaging or third-party messaging apps like Telegram to communicate with applicants, so please exercise caution if you are approached in this way and only interact with people claiming to be Quest employees if they have an email address ending in @quest.com or @oneidentity.com

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