Quest

Global Alliance Manager, Information Management

Location US-TX-Remote
Job ID
2022-10538
Category
Sales Outside
Position Type
Regular Full-Time

Overview

Quest is looking for a seasoned and proven team player with high energy and initiative to fill a key role within the Global Strategic Alliances team as a Global Alliance Manager covering a set of partners, for the Information and Systems Management (ISM) Business at WW level. This role will be a key contributor to the sales and business development strategy for ISM as we look to further develop our network of Global System Integrators and Strategic Technology Partners to scale our Information Management business over the coming years.

 

The development of Quest’s Global Alliance Partnerships is crucial to the success of our company.  The Global Alliance Manager will be responsible for the continued development of existing partnerships as well as building and growing new partnerships with a select set of partners. This individual will have a key role and will be responsible for building and executing a strategy to drive closer product integration, field engagement, marketing activities and sales across the globe. This individual must engage with partner's key practices as well as sales and leadership teams to drive strong field level engagement between partners and Quest. They will be required to develop strong internal relationships within our organization with the Channel, Customer Success Team, Sales, Legal and Product Management to ensure our joint success.

 

The Information Management Business Unit is one of the fastest growing businesses within Quest Software, this individual will need to work with the Quest Global Alliance team to coordinate efforts across his/her named partners, and to identify opportunities for growth across Quest.

 

You will manage a set of Strategic Technology Partners and/or Global System Integrators. Although the daily activities will be very difference from one partner to another, the ultimate goal is to demonstrate value and drive mutual growth.  This role will report to the Global Alliances Director, ISM. 

#LI-TB1

 

Responsibilities

-Understand technical and business value of the partnership, and identify best partnership approach

-Project manage the integration activities between Quest products and partner: required evaluation licenses, R&D progress tracking and reporting, training and enablement…

-Plan and execute marketing activities such as creating joint sales material, publishing joint value propositions, integrating with partners' marketplace

-Develop a plan for each partner including integration activities, enablement, lead generation, field engagement and partner activities that will enable an efficient ramp up period

-Understand partners' strategy and identify potential partnership opportunities. Leverage partner programs optimally

-Build strategic relationships, plan, develop and execute GTM strategy

-Plan, coordinate, and track activities required for the integration of Quest and partner products

-Suggest any improvements required to Quest leadership team to accelerate success

-Development and expansion of joint business with defined partners

-Expand partner engagement across service lines

-Support partner activities globally, working closely with the regional sales and alliance team in regions

-Gain alignment with partners across regions, leadership of Global SI partnerships team, and Regional Sales organization to define and prioritize the partner strategies needed to grow sales jointly.

-Manage the partner relationship at WW level, continuously striving to improve the relationship to grow joint business

-Define the list of top priority Commercial accounts for alignment with partners, and drive lead generation and account planning activities

-Be the primary owner of partner leads and manage them to generate opportunities

-Collaboratively work with partner and Quest enterprise sales teams to manage opportunities

-Determine partner onboarding needs including global training planning and delivery

-Plan, manage and execute executive interlock activities establishing a regular connect between Quest executives and partner counterparts

-Meet or exceed assigned sales targets

-Become familiar with elements that include marketing events, solution and sales training, joint solution development and joint account sales activities that will drive the alliance relationship this next fiscal year

-Assess the current situation with each existing partner and develop a 90 day plan for each including enablement, lead generation, field engagement and partner activities that will enable accelerate sales and partner development

Build out formal annual business plans for each focus partner that includes joint field engagement.

 

In addition:

-On-going GTM plan development and refinement

-Expansion of the relationships with partners that align with our strategic direction

-Support partner activities across supported sales regions

Qualifications

-The successful candidate will have a proven track record in the software industry of building and leading alliances partnerships. It is essential to understand technology to be able to drive success with Technology Alliances

-The ideal experience should also include a background in the sales or consulting side of the business

-Experience in the Data Governance, Data Operations, Data Protection space i.  

-The individual must exhibit qualities that inspire teaming and trust to influence Quest Sales, Marketing, Product Management and the CTO’s Office to support Global Alliances strategies

-Willingness to travel up to 40%, although many activities are carried out remotely since the Covid outbreak

-Minimum 10+ years’ experience of managing Global Alliance partners

-Good understanding of Data Governance, Data Operations, Data Protection solutions and ability to articulate the value proposition

-History of developing and executing alliance partner go-to-market plans with influential market players

-Ability to build a solid business plan, including marketing, training, enablement, demand generation, account planning and in general any required tasks to drive and grow the partnership

-Ability to drive field engagement to produce meaningful pipeline development across all segments

-Be creative with strong problem-solving skills and the ability to succeed in a fast-paced environment while working remotely

-Track record of exceeding targets

-Excellent spoken and written communication, interpersonal, relationship building skills

-Ability to work both independently and being a team player

-Sound business acumen skills

-Bachelor’s degree or equivalent combination of education and experience  

 

Preferences

-Experience of managing a strategic partnership with Global System Integrators and/or Technology partner  

-History of successfully developing and leading multiple partnerships at once

-MBA or EMBA  

-Bilingual or multi-lingual  

 

Company Description 

At Quest, we create and manage the software that makes the benefits of new technology real. Companies turn to us to manage, modernize and secure their business, from on-prem to in-cloud, from the heart of the network to the vulnerable endpoints. From complex challenges like Active Directory management and Office 365 migration, to database and systems management, to redefining security, and hundreds of needs in between, we help you conquer your next challenge now. 

We’re not the company that makes big promises. We’re the company that fulfills them. 

We’re Quest: Where Next Meets Now. 

 

Why work with us! 

-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 relationship. 

-We invest in our people and offer a series of programs that enables them to pursue a career that fulfills their potential. 

-Our team members’ health and wellness is our priority as well as rewarding them for their hard work. 

 

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 Quest Careers | Where next meets now. Join Quest. 

 

Job seekers should be aware of fraudulent job offers from online scammers and only apply to roles listed on quest.com/careers using our applicant system. Note: We do not use text messaging or third-party messaging apps like Telegram to communicate with applicants, so please exercise caution if you are approached in this way and only interact with people claiming to be Quest employees if they have an email address ending in @quest.com. You can report job scams to the FTC (ReportFraud.ftc.gov) or your state attorney general. 

 

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