Quest

Software Channel Account Manager III

Location BE-Remote | BE-Remote
Job ID
2022-9513
Category
Sales Outside
Position Type
Regular Full-Time

Overview

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 Channel Account Manager – Platform Management, to join the Quest team in the BeNeLux (Belgium, Netherlands, Luxembourg) region.

 

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. 

 

The role is a field sales role responsible for selling the breadth of the Quest Platform Management software solutions and services portfolio through and with a small number of Local and Global Strategic Alliances.

 

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

The CAM will develop, maintain and execute on a plan with the chosen strategic alliances 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.

Responsibilities

-Build and exceed revenue targets and business development objectives

-Build and maintain an accurate pipeline of sales opportunities for the EMEA BeNeLux region via regional/country partner and account sales teams

-Build, agree and drive with the Alliance Partner the joint business plan and routes to and target markets

-Define with the alliance 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 alliance 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 Alliance back on to agreed plan.

-Establish and develop key Executive relationships between alliance partner and Quest executives (country, regional and global as necessary).

-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 Alliance partner and Quest sales organization

-Regularly review the Alliance Partners 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 Alliance Partners portfolio

-Provide monthly and quarterly performance reporting to meet any required input to worldwide / EMEA strategic alliances scorecard

-Establish trust between the CAM and various Alliance 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

-Proven experience with Enterprise centric product / solution provider and/ or Quest solutions

-Demonstrable high-level track record with major Global SI’s and ISV’s

-Ability to gain influence within major SI’s and to drive Quest up their priority list.

-Proven experience in partner management within a software sales organisation.

-Experience with proven track record working with both direct and in-direct sales channels.

-Strong evidence of negotiating skills.

-Willingness to travel as needed in support of EMEA/Global collaboration.

-Demonstrated ability to lead by example and motivate other team members.

-Technical acumen with ability to present and sell technology products in a business context.

-Strong commercial and negotiation skills at enterprise level.

-Timely, realistically conservative and predictable sales forecasting.

-Excellent interpersonal and presentation skills.

-Ability to be independent and work on own initiative

 

Preferences

-Existing relationships with the Global SI’s prevalent in the BeNeLux market  

-Working and functional knowledge of Microsoft’s go-to-market and cloud strategy  

-Management experience of a small team either directly or matrix  

-Fluency in English is mandatory and fluency in any other European language  

 

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 your next challenge now. 

We’re not the company that makes big promises. We’re the company that fulfills them. 

We’re Quest: Where Next Meets Now. 

 

Why work with us! 

-Life at Quest means collaborating with dedicated professionals with a passion for technology. 

-When we see something that could be improved, we get to work inventing the solution. 

-Our people demonstrate our winning culture through positive and meaningful relationship. 

-We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential. 

-Our team members’ health and wellness is our priority as well as rewarding them for their hard work. 

 

Quest is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, color, family or medical care leave, gender identity or expression, genetic information, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran status, race, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.  

 

Come join us. For more information, visit us on the web at Quest Careers | Where next meets now. Join Quest.

 

Job seekers should be aware of fraudulent job offers from online scammers and only apply to roles listed on quest.com/careers using our applicant system. Note: We do not use text messaging or third-party messaging apps like Telegram to communicate with applicants, so please exercise caution if you are approached in this way and only interact with people claiming to be Quest employees if they have an email address ending in @quest.com or @oneidentity.com

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