Channel Account Manager ( Identity and Access Management)

Quest Software; Sweden; On-site; SEK 70,000 - 90,000; Full time

Job summary

Quest Software is looking for an experienced Software Channel Account Manager in Sweden. This role involves developing and managing the Channel Strategy while engaging with partners and distributors. Responsibilities include maintaining relationships, coordinating resources for partner needs, and driving adoption of company programs among partners.

The ideal candidate should have at least 5 years of channel sales experience, excellent communication skills, and a hunter mentality. Join us in shaping the future of Identity Security!

Qualifications

• Minimum 5 years of experience in channel sales.
• Strong experience with VARs, SIs, and MSSPs.
• Excellent communication and negotiation skills.

Responsibilities

• Establish and maintain relationships with partner accounts.
• Coordinate resources to meet partner performance objectives.
• Manage sales forecasts across partners.

Skills

Channel sales experience

Negotiation skills

Relationship management

Communication skills

Hunter mentality

Job description

Overview

This role is positioned as an experienced Software Channel Account Manager, where you will be responsible for developing, building, growing and managing the Channel Strategy in line with One Identity EMEA Channel Strategy. Reporting to the EMEA S/W Channel Director, you will manage and develop distribution engagement, recruit new partners, manage and grow existing partners, and drive marketing activities together with distribution and partners. The right candidate will proactively recruit new partners by promoting our Identity Security Platform, keep our distributors and partners aligned with our strategy in the IAM market, and ensure they identify, qualify, and position One Identity solutions. This role requires focus on engaging and developing strategic and long‑term relationships in a team committed to success through channel partners and distributors.

Responsibilities

• Establish and maintain fruitful, professional relationships with strategic personnel in territory partner accounts.
• Coordinate the involvement of field sales, support, services, and management resources to meet partner performance objectives and partners’ expectations.
• Proactively assess, clarify, and validate partner needs on an ongoing basis.
• Source and sell through partner organization to end users in coordination with partner sales resources, developing a qualified sales pipeline through the partner’s existing client base.
• Maintain a sales forecast across partners, having deal visibility of all opportunities.
• Manage potential channel conflict with other sales channels through strict adherence to channel rules of engagement.
• Ensure partners within the territory reach and maintain the appropriate certification required in the partner program, managing and reporting on partner success.
• Drive adoption of company programs among partners in the territory.
• Track registered opportunities through partners.
• Closely coordinate company executive involvement with partner and end‑user customer management as necessary.
• Engage partners through business planning, ensuring all relevant people are involved and executing on all aspects, including marketing and event organization in coordination with One Identity sales and marketing teams and creating joint campaigns and demand creation initiatives.
• Articulate One Identity messaging across the entire product portfolio, presenting in seminars or public speaking situations, and train partners’ sales teams on key sales messages.

Qualifications

• Proven experience in channel sales, minimum 5 years.
• Strong channel experience working with VARs, SIs, and MSSPs.
• Sales experience with a hunter mentality.
• Complete understanding of partner network within the Nordic market.
• Proven track record of developing and maintaining partner relationships.
• Excellent communication, negotiation, influencing skills.
• Energized, productive & efficient – very high activity levels.
• Self‑starter with a high level of self‑awareness.
• Hands‑on and can‑do mentality.
• Team player able to manage priorities, targets and tasks.
• Confident in articulating and speaking at all levels.
• Willing to learn and study new messages at any time.

Equal Opportunity Employer

One Identity is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind. One Identity is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at One Identity are based on business needs, job requirements and individual qualifications, without regard to race, color, religion or belief, national, social or ethnic origin, sex (including pregnancy), age, physical, mental or sensory disability, HIV status, sexual orientation, gender identity and/or expression, marital, civil union or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. One Identity will not tolerate discrimination or harassment based on any of these characteristics. One Identity encourages applicants of all ages.