Channel Account Manager, EMEA

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    "datePosted": "2026-06-09T04:00:00.000Z",
    "description": "<h2>Overview</h2>\n<p>Quest is seeking a highly experienced and strategic Channel Account Manager to own and expand its <strong>strategic partnership with one of it’s Strategic partners across EMEA</strong>. This role is critical to scaling one of Quest’s most important alliances and will be responsible for driving <strong>joint go-to-market execution, pipeline growth, and long-term revenue expansion</strong> across the full Quest portfolio.</p>\n<p>The successful candidate will act as the <strong>primary interface between Quest and the partner</strong>, building strong executive relationships, aligning strategic priorities, and orchestrating collaboration across regional sales, partner teams, and internal stakeholders.</p>\n<p>This is a <strong>high-impact, partner-focused leadership role</strong>, requiring strong commercial acumen, strategic thinking, and the ability to drive results through influence in a complex, matrixed environment.</p>\n<p>This role will report to the EMEA Channel Sales Director.</p>\n<p> </p>\n<p>The candidate is ideally based in Germany although other locations in Europe could be considered. A solid sales acumen and a good network and knowledge of the EMEA Partner Ecosystem is a Must. The ideal candidate will have experience in a similar role leading Data or Identity Security software company.</p>\n<h2>Responsibilities</h2>\n<li><strong> Strategic Partnership Ownership</strong></li>\n<ul>\n <li>Own and grow this <strong>partnership across EMEA</strong>, positioning it as a key driver of Quest’s partner-led growth strategy</li>\n <li>Develop and execute a <strong>multi-year joint business plan</strong>, including revenue targets, strategic initiatives, and growth priorities</li>\n <li>Establish and maintain <strong>trusted executive-level relationships</strong> with partner’s leadership</li>\n <li>Drive alignment between Quest and the partner on strategic priorities, solution focus areas, and market positioning</li>\n</ul>\n<p> </p>\n<li><strong> Revenue Growth & Pipeline Development</strong></li>\n<ul>\n <li>Drive <strong>pipeline creation, revenue growth, and forecast accuracy</strong> across all solution areas</li>\n <li>Collaborate with the partner sales teams to <strong>identify, develop, and close joint opportunities</strong> </li>\n <li>Own and manage <strong>partner-driven pipeline</strong>, ensuring consistent progression and measurable outcomes</li>\n <li>Meet or exceed assigned <strong>revenue and growth targets</strong></li>\n</ul>\n<p> </p>\n<li><strong> Joint Go-to-Market Execution</strong></li>\n<ul>\n <li>Define and execute <strong>joint go-to-market (GTM) strategies</strong> across EMEA markets</li>\n <li>Develop and scale <strong>joint solutions, offerings, and campaigns</strong> aligned to key growth areas </li>\n <li>Drive <strong>demand generation, marketing initiatives, and account planning</strong> in collaboration with the partner</li>\n <li>Ensure alignment between global strategy and <strong>regional execution</strong></li>\n</ul>\n<p> </p>\n<li><strong> Field & Stakeholder Orchestration</strong></li>\n<ul>\n <li>Act as the <strong>central orchestrator</strong> between the partner’s regional and local teams, Quest country sales organizations and Internal functions (Channel, Sales, Customer Success, Marketing, Legal, Operations)</li>\n <li>Drive <strong>field-level engagement and execution consistency</strong> across EMEA</li>\n <li>Enable collaboration between teams to accelerate <strong>deal velocity and pipeline growth</strong></li>\n</ul>\n<p> </p>\n<li><strong> Executive Governance & Partner Engagement</strong></li>\n<ul>\n <li>Establish and run <strong>regular executive interlock cadence</strong> between Quest and the partner</li>\n <li>Define and track <strong>joint KPIs, success metrics, and business outcomes</strong></li>\n <li>Ensure alignment at all levels: Executive leadership, Sales and account teams, Practice and solution leaders</li>\n <li>Strengthen engagement across <strong>the partners practices and business units</strong></li>\n</ul>\n<p> </p>\n<li><strong> Enablement & Partner Development</strong></li>\n<ul>\n <li>Identify and execute <strong>partner enablement and training needs</strong> to support growth</li>\n <li>Drive adoption of Quest solutions within the partner through <strong>education, certification, and field readiness programs</strong></li>\n <li>Ensure alignment with <strong>Quest partner program requirements and standards</strong></li>\n</ul>\n<h2>Qualifications</h2>\n<p><strong>Professional Experience</strong></p>\n<ul>\n <li>10+ years of experience in <strong>channel, alliance, or partner management</strong> within the software industry</li>\n <li>Proven track record of managing <strong>strategic or named partnerships</strong> and delivering measurable revenue growth</li>\n <li>Strong experience in <strong>enterprise software sales and strategic account management</strong> </li>\n <li>Background in <strong>Data & AI, Identity, or Security solutions</strong> strongly preferred </li>\n</ul>\n<p> </p>\n<p><strong>Core Competencies</strong></p>\n<ul>\n <li>Strong <strong>business and commercial acumen</strong> with ownership mindset</li>\n <li>Ability to <strong>build and execute complex joint business plans</strong></li>\n <li>Proven ability to <strong>influence without authority</strong> across internal and partner organizations</li>\n <li>Excellent <strong>relationship-building and executive communication skills</strong></li>\n <li>Experience operating in a <strong>fast-paced, matrixed, and international environment</strong></li>\n <li>Existing relationships with <strong>this partner or comparable global partners (Large resellers, LSPs, GSIs…)</strong></li>\n</ul>\n<p> </p>\n<p><strong>Additional Requirements</strong></p>\n<ul>\n <li>Fluent in <strong>English and German</strong></li>\n <li>Willingness to <strong>travel across EMEA as required</strong></li>\n</ul>\n<p> </p>\n<p><strong>Preferred Qualifications</strong></p>\n<ul>\n <li>Experience developing and scaling <strong>joint solutions and go-to-market programs</strong></li>\n <li>Bachelor’s or Master’s degree (or equivalent experience)</li>\n <li>Additional European language skills</li>\n</ul>\n<p> </p>\n<p><strong>What Success Looks Like</strong></p>\n<ul>\n <li>Our partnership becomes a <strong>scaled, high-performing strategic partner</strong> across EMEA</li>\n <li>Strong <strong>pipeline growth and consistent revenue contribution</strong> from the partnership</li>\n <li>Established <strong>executive alignment and governance model</strong></li>\n <li>Successful execution of <strong>repeatable joint GTM plays across multiple markets</strong></li>\n <li>Deep integration of Quest solutions into <strong>partner’s offerings and sales motions</strong></li>\n</ul>\n<p> </p>\n<p>In compliance with the EU Pay Transparency Directive, the compensation for this role will start from <strong>€165,100 annually</strong>. Actual compensation will vary based on experience, qualifications, and performance. If eligible, commission or bonus is governed by a formal corporate plan. Benefit offering is based on a country-by-country basis.</p>\n<p> </p>\n<p> </p>\n<p>Quest Software builds the foundation for enterprise AI with solutions in <strong>data governance, cybersecurity, and platform modernization</strong>. More than 45,000 companies, including 90% of the Fortune 500, trust Quest to solve their most critical IT challenges. From securing identities and modernizing platforms to preparing data for AI, we help enterprises unlock their full potential.</p>\n<p> </p>\n<p> </p>\n<p><strong>Why Quest</strong></p>\n<p> </p>\n<p>At Quest, your work makes an impact. You’ll help organizations get AI-ready while building your career with a global team of innovators. We offer:</p>\n<ul>\n <li> Competitive pay, annual bonuses, and top-performer recognition.</li>\n <li> Comprehensive health, family, and retirement benefits.</li>\n <li> Flexible work options, generous PTO, and wellness programs.</li>\n <li> Professional growth through learning platforms, mentorship, and leadership programs.</li>\n <li> Inclusive teams that reflect the world we serve, supported by Employee Resource Groups and our Equality & Inclusion Council.</li>\n</ul>\n<p> </p>\n<p>Quest is an Equal Opportunity Employer and Prohibits Discrimination and Harassment of Any Kind: Quest is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. All employment decisions at Quest are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, or belief, national, social, or ethnic origin, sex (including pregnancy), age, physical, mental, or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union, or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate. Quest will not tolerate discrimination or harassment based on any of these characteristics. Quest encourages applicants of all ages.</p>\n<p> </p>\n<p><em>Come join us. For more information, visit us on the web at Quest Careers Innovate.Collaborate.Grow </em></p>\n<p> </p>\n<p><em>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.</em></p>\n<p><em>#LI-PE1</em></p>",
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