Channel Account Manager
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Job Description
Channel Account Manager expanding Quest’s strategic partner ecosystem across EMEA. Driving joint go-to-market execution, pipeline growth, and revenue for enterprise data, cybersecurity, and AI software.
Responsibilities:
- Own and grow a strategic partnership across EMEA
- Develop and execute a multi-year joint business plan with revenue targets, strategic initiatives, and growth priorities
- Establish and maintain executive-level relationships with the partner’s leadership
- Align Quest and the partner on strategic priorities, solution focus areas, and market positioning
- Drive pipeline creation, revenue growth, and forecast accuracy across all solution areas
- Identify, develop, and close joint opportunities with partner sales teams
- Own and manage partner-driven pipeline
- Define and execute joint go-to-market strategies across EMEA markets
- Develop and scale joint solutions, offerings, and campaigns
- Drive demand generation, marketing initiatives, and account planning with the partner
- Orchestrate collaboration among partner teams, Quest sales organizations, and internal functions
- Drive field-level engagement and execution consistency across EMEA
- Establish executive governance and regular executive interlock meetings
- Define and track joint KPIs, success metrics, and business outcomes
- Identify and execute partner enablement and training programs
- Drive adoption of Quest solutions through education, certification, and field-readiness programs
- Report to the EMEA Channel Sales Director
Requirements:
- 10+ years of experience in channel, alliance, or partner management within the software industry
- Proven track record of managing strategic or named partnerships and delivering measurable revenue growth
- Strong experience in enterprise software sales and strategic account management
- Background in Data & AI, Identity, or Security solutions strongly preferred
- Strong business and commercial acumen with ownership mindset
- Ability to build and execute complex joint business plans
- Proven ability to influence without authority across internal and partner organizations
- Excellent relationship-building and executive communication skills
- Experience operating in a fast-paced, matrixed, and international environment
- Existing relationships with this partner or comparable global partners (Large resellers, LSPs, GSIs…)
- Fluent in English and Dutch
- Willingness to travel across EMEA as required
- Experience developing and scaling joint solutions and go-to-market programs preferred
- Bachelor’s or Master’s degree (or equivalent experience) preferred
- Additional European language skills preferred
Benefits:
- Competitive pay
- Annual bonuses
- Top-performer recognition
- Comprehensive health benefits
- Family benefits
- Retirement benefits
- Flexible work options
- Generous PTO
- Wellness programs
- Learning platforms
- Mentorship
- Leadership programs
- Employee Resource Groups
- Support from the Equality & Inclusion Council
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