[Hiring] Channel Account Manager @Quest Software

Role Description

Quest is seeking a highly experienced and strategic Channel Account Manager to own and expand its strategic partnership with one of its Strategic partners across EMEA. This role is critical to scaling one of Quest’s most important alliances and will be responsible for driving joint go-to-market execution, pipeline growth, and long-term revenue expansion across the full Quest portfolio.

The successful candidate will act as the primary interface between Quest and the partner, building strong executive relationships, aligning strategic priorities, and orchestrating collaboration across regional sales, partner teams, and internal stakeholders. This is a high-impact, partner-focused leadership role, requiring strong commercial acumen, strategic thinking, and the ability to drive results through influence in a complex, matrixed environment. This role will report to the EMEA Channel Sales Director.

The candidate is ideally based in the Netherlands 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.

Responsibilities

• Strategic Partnership Ownership
  • Own and grow this partnership across EMEA, positioning it as a key driver of Quest’s partner-led growth strategy.
  • Develop and execute a multi-year joint business plan, including revenue targets, strategic initiatives, and growth priorities.
  • Establish and maintain trusted executive-level relationships with partner’s leadership.
  • Drive alignment between Quest and the partner on strategic priorities, solution focus areas, and market positioning.
• Revenue Growth & Pipeline Development
  • Drive pipeline creation, revenue growth, and forecast accuracy across all solution areas.
  • Collaborate with the partner sales teams to identify, develop, and close joint opportunities.
  • Own and manage partner-driven pipeline, ensuring consistent progression and measurable outcomes.
  • Meet or exceed assigned revenue and growth targets.
• Joint Go-to-Market Execution
  • Define and execute joint go-to-market (GTM) strategies across EMEA markets.
  • Develop and scale joint solutions, offerings, and campaigns aligned to key growth areas.
  • Drive demand generation, marketing initiatives, and account planning in collaboration with the partner.
  • Ensure alignment between global strategy and regional execution.
• Field & Stakeholder Orchestration
  • Act as the central orchestrator between the partner’s regional and local teams, Quest country sales organizations and Internal functions (Channel, Sales, Customer Success, Marketing, Legal, Operations).
  • Drive field-level engagement and execution consistency across EMEA.
  • Enable collaboration between teams to accelerate deal velocity and pipeline growth.
• Executive Governance & Partner Engagement
  • Establish and run regular executive interlock cadence between Quest and the partner.
  • Define and track joint KPIs, success metrics, and business outcomes.
  • Ensure alignment at all levels: Executive leadership, Sales and account teams, Practice and solution leaders.
  • Strengthen engagement across the partners practices and business units.
• Enablement & Partner Development
  • Identify and execute partner enablement and training needs to support growth.
  • Drive adoption of Quest solutions within the partner through education, certification, and field readiness programs.
  • Ensure alignment with Quest partner program requirements and standards.

Qualifications

• 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…).

Requirements

• Fluent in English and Dutch.
• Willingness to travel across EMEA as required.

Preferred Qualifications

• Experience developing and scaling joint solutions and go-to-market programs.
• Bachelor’s or Master’s degree (or equivalent experience).
• Additional European language skills.

Benefits

• Competitive pay, annual bonuses, and top-performer recognition.
• Comprehensive health, family, and retirement benefits.
• Flexible work options, generous PTO, and wellness programs.
• Professional growth through learning platforms, mentorship, and leadership programs.
• Inclusive teams that reflect the world we serve, supported by Employee Resource Groups and our Equality & Inclusion Council.