• Nordic Software Channel Account Manager, Platform Management Solutions

    Location SE-Remote
    Job ID
    2018-3375
    Category
    SW Outside Sales
    Position Type
    Regular Full-Time
  • Overview

    Nordic Software Channel Account Manager, Platform Management Solutions

    Quest is an award-winning IT management software provider offering a broad selection of solutions that solve some of the most common and most challenging IT problems. We are currently looking for a Nordic Channel Account Manager – Platform Management, to join the Quest team in Sweden. 

    We are fanatically customer focused and are proud to support the most complex customers who have the highest IT demands in the world. It’s exciting, it’s rewarding, it’s hard work and we offer career and personal growth. 

     

    Quest Platform Management works with leading distributors, as well as major global system integrators.  We have a channel first strategy and the channel is strategic for Quest to drive enterprise focus.

     

     

     

    Responsibilities

    Role Overview

    The Channel Account Manager (CAM) is focused on the management and development of Quest’s business with key local and global partners in Scandinavia. The CAM reports to the Nordic Regional Sales Director and is responsible for building and developing a significant incremental revenue stream for Quest with chosen strategic partners.

    The CAM will develop, maintain and execute on a plan with the partners which will set the strategy and drive the key actions that will create revenue growth for Quest solutions through go-to-market initiatives and uniquely branded partner solution offerings. The CAM will have support from a virtual global team that works developing Global System integrators.

    Primary Responsibilities: 

    • Build and maintain an accurate pipeline of sales opportunities for the Nordic region via regional/country partner and account sales teams.
    • Build, agree and drive with the partner the joint business plan and routes to and target markets.
    • Define with the partner joint ownership of each go-to-market initiative with key executive sponsors from within the partner and within Quest particularly the functional groups such as Sales, Presales and Professional Services.
    • Understand the joint value propositions between the partners and be capable of evangelizing this internally within the partner, within Quest and externally to joint prospects and customers (in support of the Quest enterprise sales team objectives)
    • Where necessary, manage the technical integration and implementation issues with joint propositions and customer engagements. It will not be necessary to have the skills to lead those engagements but the job holder will have the necessary gravitas, confidence and acumen to understand the issues and contribute significantly to the solution of any technical issues which affect the joint engagement plan. Ownership and accountability are key as is overall leadership of key deals as deemed appropriate.
    • Undertake quarterly reviews of the business plan against agreed targets with milestone metrics to track achievement and/or develop alternative strategies and tactics to bring the partner back on to agreed plan.
    • As part of the agreed joint business plan develop and agree a marketing and enablement plan to support the go-to-market initiatives and, where applicable, uniquely branded partner solution offerings.
    • Work with Partner and Quest marketing to capture and document joint end customer major opportunity success for internal use within the partner and Quest sales organization.
    • Regularly review the partner’s relationships with competitor products to ensure that those providing strong opportunities are highlighted internally for the purposes of product development and thereby increase Quest’s share of the partner’s portfolio.
    • Provide monthly and quarterly performance reporting to meet any required input to worldwide / EMEA strategic alliances scorecard.
    • Establish trust between and various partners and Quest colleagues in both sales, technical, marketing and support functions to allow a successful network of relationships to develop at all levels between both parties.

     

     

    Qualifications

    Requirements 

    • Proven experience with Enterprise centric product / solution provider and/ or Quest solutions.
    • Demonstrable high-level track record with Global SI’s within a software sales organization.
    • Ability to gain influence within major SI’s and to drive Quest up their priority list.
    • Experience with proven track record working with both direct and in-direct sales channels is preferred.
    • Willingness to travel as needed in the Nordic region.
    • Technical acumen with ability to present and sell technology products in a business context.
    • Strong commercial and negotiation skills at enterprise level.
    • Excellent interpersonal and presentation skills.
    • Ability to be independent and work on own initiative
    • Existing relationships with the Global SI’s is an advantage.
    • Working and functional knowledge of Microsoft’s go-to-market and cloud strategy is an advantage
    • Fluency inn Swedish and English is mandatory. Other Nordic languages are an advantage.
    • High standard of excellence, professionalism, and role model behavior

     

     

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