Software Channel Account Manager

Overview

Quest is an award-winning provider of AI Data Product and Security solutions, helping enterprises solve complex data management challenges. We deliver innovative solutions that empower organizations to achieve operational excellence and business growth.

We are seeking a Software Channel Account Manager, responsible for implementing Quest’s Global Microsoft Alliance strategy and driving co-sell success across EMEA. This role is pivotal in enabling regional sales leaders and field teams to execute scalable, world-class partnership and co-sell motions with Microsoft. In addition to strategic orchestration, the manager is expected to be hands-on, working directly with Quest field sellers and Microsoft sellers as needed to ensure flawless co-sell execution and accelerate joint opportunities.

The Software Channel Account Manager is to be located in EMEA, preferably in UKI.

Responsibilities

• Enable Co-Sell at Scale: Design and implement strategies that empower Quest field teams to co-sell effectively with Microsoft sellers, leveraging best practices and proven methodologies. This includes actively supporting Quest and Microsoft sellers in joint customer engagements when required.
• Strategic Relationship Management: Build and maintain strong executive and operational relationships with Microsoft and Quest stakeholders to drive joint business objectives.
• Trusted Authority: Engage field account executives, field sellers, support, services, and management resources to meet co-sell performance objectives and expectations and enable Quest to co-sell at scale with world-class level of execution.
• Sales Alignment: Continuously assess Microsoft’s priorities and align Quest’s go-to-market approach to accelerate co-sell performance and partnership plans.
• Field Enablement: Develop and deliver training, playbooks, and tools that equip Quest sellers to engage Microsoft sellers and customers confidently.
• Performance Management: Track and report on co-sell pipeline and business outcomes for regular reviews (weekly, monthly, quarterly), as well as on progress on business and partnership initiatives.
• Conflict Resolution: Manage channel conflicts and enforce rules of engagement to ensure compliance and protect partner relationships.
• Executive Engagement: Coordinate senior-level involvement to align on and gain commitment for strategic opportunities and business reviews.
• Program Adoption: Drive utilization of Microsoft programs, incentives, and Marketplace offerings to maximize joint success.

Qualifications

• Microsoft Expertise: Proven experience with Microsoft co-sell, Microsoft Marketplace, AI Cloud Partner Program (MAICPP), and partner incentives.
• Proven Track Record: 10+ years in channel sales or alliance management within EMEA, with demonstrated success generating significant co-sell revenue through Microsoft Marketplace. (> $20M /year).
• Relationship Builder: Exceptional ability to navigate, influence, and collaborate across internal and external stakeholders.
• Communicator: Has outstanding relationship management, communication, and presentation skills across all levels of internal and external stakeholders.
• Business & Technical Acumen: Strong understanding of enterprise software, AI platforms, and ability to simply articulate complex scenarios.
• Analytical & Strategic: Data-driven mindset with strong problem-solving skills and ability to execute pragmatic solutions.
• Leadership & Change Management: Skilled at driving adoption of new processes, fostering a culture of proactiveness and accountability, and motivating teams toward excellence.
• Problem-Solver: Identifies blockers and friction points and effectively implements problem solving that enables Quest to co-sell at scale and advance the Microsoft alliance.
• Travel: Willingness to travel as required (50%, or more if needed).

Preferred Skills

• Experience selling AI, security, or data platforms and solutions to enterprise customers.
• Experience with Salesforce.
• Ability to analyze program effectiveness and iterate based on insights.
• Track record of promoting innovation and continuous learning within teams.

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

Key skills/competency

• Channel Sales
• Alliance Management
• Microsoft Co-Sell
• Microsoft Marketplace
• Go-to-Market Strategy
• Enterprise Software
• AI Platforms
• Relationship Management
• Sales Enablement
• Performance Tracking