Channel Account Manager, Netherlands

Overview

Quest is seeking a highly experienced and strategic Channel Account Manager to own and expand its strategic partnership with one of it’s 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

Professional Experience

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

Core Competencies

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…)

Additional 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

What Success Looks Like

Our partnership becomes a scaled, high-performing strategic partner across EMEA

Strong pipeline growth and consistent revenue contribution from the partnership

Established executive alignment and governance model

Successful execution of repeatable joint GTM plays across multiple markets

Deep integration of Quest solutions into partner’s offerings and sales motions

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.

In compliance with the EU Pay Transparency Directive, the base salary for this role starts from EUR 104,580 annually. Actual base salary will vary based on experience, qualifications, and performance. This role is also eligible to participate in a commission plan, with commission governed by a formal corporate compensation plan. Benefits are offered on a country-by-country basis.

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 and Prohibits Discrimination and Harassment of Any Kind: Quest is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment.

All employment decisions at Quest are based on business needs, job requirements, and individual qualifications, without regard to race, color, religion, or belief, national, social, or ethnic origin, sex (including pregnancy), age, physical, mental, or sensory disability, HIV Status, sexual orientation, gender identity and/or expression, marital, civil union, or domestic partnership status, past or present military service, family medical history or genetic information, family or parental status, or any other status protected by the laws or regulations in the locations where we operate.

Quest will not tolerate discrimination or harassment based on any of these characteristics. Quest encourages applicants of all ages.