Regional Channel Account Manager

Overview

Quest is looking for a seasoned and proven team player with high energy and initiative to fill a key role within the EMEA Channel Sales team as a Regional Channel Account Manager covering the UK & Ireland 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. 

 

This individual will be responsible for drive growth for the whole Quest portfolio and 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 Channel Sales Director and will be based in The UK or Ireland. A solid sales acumen and a good network and knowledge of the partner ecosystem in UK/I is a must. The ideal candidate will have experience in a similar role leading Data or Identity Security software company.

Responsibilities

• Identify and recruit new specialized partners who can drive growth in key Quest solution areas
• Manage existing partners, define growth strategies, build and execute joint business plans through a variety of marketing activities agreed with the partners
• Manage the regional sales pipeline and forecast
• 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 connection 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

Qualifications

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, Identity and Security 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 are 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