SW Channel Account Manager

Overview

SOFTWARE CHANNEL ACCOUNT MGR.

- New England region

Quest is an award-winning IT management software provider offering a broad selection of solutions that solve some of the most common and most challenging IT problems. We are currently looking for a Channel Account Manager for the New England region.

At Quest Software, we help organizations simplify IT management, enhance security, and maximize data potential. We are committed to fostering strong channel partnerships that drive business growth and deliver innovative solutions to our customers.

The Channel Account Manager is an individual contributor responsible for selling company software products and services in assigned territory through indirect sales channels such as National Service Providers, Value Added Resellers, and Consultants.

We are seeking a Channel Account Manager to develop and execute a comprehensive partner strategy within an assigned territory. This role is responsible for recruiting, managing, and growing channel partnerships, driving revenue growth, and ensuring partners are effectively enabled to sell Quest Software solutions. The ideal candidate will have a proven track record in channel sales, strong partner management skills, and a deep understanding of the IT industry.

• Develop and execute channel strategies to drive partner recruitment, enablement, and sales performance.
• Identify, recruit, and onboard new channel partners within the assigned territory.
• Manage and strengthen relationships with existing partners to maximize revenue potential.
• Monitor and execute the Channel Plan, including training programs, certifications, and partner performance metrics.
• Ensure partners stay up-to-date with required sales and technical certifications.
• Conduct regular training, enablement sessions, and performance evaluations to enhance partner effectiveness.
• Generate and manage pipeline/forecast, ensuring consistent growth and identification of new business opportunities.
• Lead and oversee special channel initiatives, collaborating with internal teams to drive success.
• Work closely with the marketing team to create and manage lead generation programs within the assigned territory.
• Develop and deliver sales presentations to partners and customers, actively participating in sales meetings and industry events.

• 8+ years of experience in technology sales, channel management, or partner development, with a proven track record of exceeding sales targets.
• Demonstrated success in working with national partners, technology vendors, distributors, resellers, system integrators, and consulting firms.
• Experience in data management and AI is a plus.
• Analytical mindset, with the ability to assess sales and market data to drive strategic decisions.
• Experience in lead generation initiatives and demand generation marketing programs.
• Ability to deliver compelling presentations and conduct effective sales training.
• Bachelor’s degree or equivalent professional qualification.
• Travel up to 60-70% required

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.