SW Channel Account Manager III

Company Overview

Quest Software builds the foundation for enterprise AI with solutions in data governance, cybersecurity, and platform modernization. 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.

As a Channel Account Manager, you are a critical contributor and collaborator in driving strategic business growth. You will lead territory and market analysis as part of the go-to-market (GTM) planning process to accelerate partner revenue, enablement, demand generation, deal execution, sales and delivery skill development, and customer advocacy.

You bring a strong sales-oriented skill set rooted in accountability, actionability, and persistence. Equally important, the partnership development aspect of the role demands exceptional relationship-building abilities and a service-oriented mindset—supporting partners effectively while ensuring Quest's goals are achieved throughout the sales cycle. Success in this role requires a well-rounded skill set and experience that blends business acumen, continuous learning and tenacity.

Operating remotely from your manager, you must be a self-starter who makes decisions with clarity and confidence. You will thrive in a cross-functional ecosystem that includes Sales, Presales, Marketing, Global Alliances, Customer Support, Product Management, and other support functions. A deep understanding of Quest solutions is essential, along with the ability to clearly articulate business value and demonstrate how to drive transformation within our target markets.

• Collaborate with sales leadership to define market opportunities, strategy, and business plans for strategic and managed partners across Southeast Asia, with a strong focus on revenue growth.
• Lead the identification, onboarding, enablement, financial goal setting, and certification of focus partners. Build deep relationships with key individuals within partner organizations.
• Achieve assigned sales and pipeline targets.
• Monitor and report progress against business plans throughout the year.
• Engage internal and external stakeholders to ensure successful execution of strategic initiatives.
• Understand partner organizations—including their political structures—and cultivate senior executive champions to drive change and overcome obstacles.
• Coordinate and support enablement activities to train and educate partner sales and technical teams.
• Drive and support demand generation initiatives to expand pipeline growth.
• Align with partners and Quest product management to address localization requirements.
• Share and adopt best practices in collaboration with other regional partner leaders and stakeholders.
• Develop deeper, sustainable partnerships with selected partners to increase market share against core competitors.
• Execute with discipline and pragmatism, focusing on a defined set of partners aligned with the Quest Partner Program.
• Communicate business plans and progress updates through regular meetings.

• Minimum 5 years of enterprise sales experience, preferably in software sales.
• Channel sales experience, in addition to direct selling, is highly desirable.
• Proven success selling solutions across hardware, software, and virtual/hybrid environments.
• Experience working with Global System Integrators (GSIs) and within global organizations in the APJ region.
• Demonstrated track record of closing deals exceeding US$250K in a single transaction.
• Proficiency with Salesforce is strongly preferred.
• Familiarity with the MEDDIPICC opportunity management framework is highly desirable.
• Experience with data and security solutions is a strong advantage.
• Proven ability to identify, recruit, and onboard go-to-market partners with a deep understanding of Quest solutions will be essential.
• Success selling to senior decision-makers with procurement authority ("Economic Buyers").
• Strong English communication skills—both written and verbal—with the ability to collaborate effectively across cross-functional teams.
• Proficiency in spoken Mandarin and Bahasa Malaysia/Indonesia is highly desirable.

Why Quest

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:

• 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.

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 .

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