Sw Channel Account Manager Iii

Overview:
**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.

**Responsibilities**:

- 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.

Qualifications:

- 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.
- #LI-CB1_