Emea Channel Account Manager

hace 7 meses

Madrid, España Quest Software A tiempo completo

Overview:
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.This Regional Channel Account Manager position will cover Iberia, Nordics and Italy. This role is based in Spain, reporting to the EMEA Partner Ecosystem Director, and 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. This role will manage existing partners as well as 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 Data Intelligence, Data Operations and Data Protection. This individual will need to work with the Quest Global Partner Ecosystem team to coordinate efforts across their named partners and region and to identify opportunities for growth across Quest.

**Responsibilities**:

- Manage existing partners, define growth strategies, build and execute joint business plans through a variety of marketing activities agreed with the partners
- Identify and recruit new 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
- Sales development and expansion of joint business with select partners
- Support partner activities working closely with the country/regional sales teams
- 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
- Collaboratively work with partners and Quest sales teams to manage 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 across regions

Qualifications:

- 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 Governance, Data Operations, Data Protection 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
- Bachelor’s degree or equivalent required
- Fluent in English plus Spanish or Italian

**Preferred Requirements**:

- Existing relationship with partner executives 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 you

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