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- Tasks: Drive co-sell success with Microsoft and empower sales teams across EMEA.
- Company: Join Quest, an award-winning AI Data Product and Security solutions provider.
- Benefits: Competitive salary, health benefits, and a focus on professional growth.
- Why this job: Be part of a dynamic team that innovates and solves real-world challenges.
- Qualifications: 10+ years in channel sales, Microsoft expertise, and strong relationship-building skills.
- Other info: Collaborative culture prioritising health, wellness, and career development.
The predicted salary is between 48000 - 72000 £ per year.
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 Channel 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 Channel 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: 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).
- 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.
Why Quest
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.
We create and manage software that makes the benefits of new technology real. We help you conquer your next challenge now. Quest is where Next Meets Now.
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 relationships. We invest in our people and offer programs that enable them to pursue careers that fulfill their potential. Our team members’ health and wellness is a priority as well as rewarding them for their hard work.
Come join us. For more information, visit Quest Careers.
Software Channel Account Manager employer: Quest Software
Contact Detail:
Quest Software Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Software Channel Account Manager
✨Network Like a Pro
Get out there and connect with people in the industry! Attend events, join online forums, and don’t be shy about reaching out to current employees at Quest. Building relationships can open doors that a CV just can't.
✨Show Off Your Skills
When you get the chance to chat with potential employers, make sure to highlight your experience with Microsoft co-sell and AI platforms. Share specific examples of how you've driven success in previous roles – numbers speak volumes!
✨Be Ready for the Interview
Prepare for interviews by researching Quest’s products and their partnership with Microsoft. Think about how your skills align with their needs and be ready to discuss how you can contribute to their goals. Confidence is key!
✨Apply Through Our Website
Don’t forget to apply directly through the Quest Careers page! It shows you're genuinely interested and gives you a better chance of being noticed. Plus, it’s super easy to keep track of your application status that way.
We think you need these skills to ace Software Channel Account Manager
Some tips for your application 🫡
Tailor Your Application: Make sure to customise your CV and cover letter to highlight your experience with Microsoft co-sell and channel sales. We want to see how your skills align with the role, so don’t hold back on showcasing your achievements!
Showcase Your Relationship Skills: Since this role is all about building strong relationships, share examples of how you've successfully navigated partnerships in the past. We love seeing how you’ve influenced stakeholders and driven joint business objectives.
Be Data-Driven: We’re looking for someone with a strong analytical mindset. Include any metrics or data that demonstrate your success in previous roles, especially if it relates to co-sell revenue or partnership performance. Numbers speak volumes!
Apply Through Our Website: Don’t forget to submit your application through our website! It’s the best way for us to receive your details and ensure you’re considered for the role. We can’t wait to see what you bring to the table!
How to prepare for a job interview at Quest Software
✨Know Your Microsoft Stuff
Make sure you brush up on your knowledge of Microsoft co-sell strategies and the Microsoft Marketplace. Familiarise yourself with the AI Cloud Partner Program and partner incentives, as these are crucial for the role. Being able to discuss these topics confidently will show that you're serious about the position.
✨Showcase Your Relationship-Building Skills
Prepare examples of how you've successfully built and maintained relationships in previous roles. Think about times when you navigated complex stakeholder environments or resolved conflicts. This will demonstrate your ability to manage relationships effectively, which is key for this Channel Manager role.
✨Be Data-Driven
Since the role requires a strong analytical mindset, come prepared with data or metrics from your past experiences that highlight your success in channel sales or alliance management. Discuss how you've used data to drive decisions and improve performance, especially in relation to co-selling initiatives.
✨Practice Your Communication Skills
As a Channel Account Manager, you'll need to communicate effectively across various levels. Practice articulating complex ideas simply and clearly. You might even want to prepare a mock presentation or pitch to showcase your communication prowess, as this will be vital in engaging both internal teams and external partners.
