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 global partners. This will be a worldwide role and a key contributor to the sales and business development strategy as we look to further develop our network of Global System Integrators 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 building and developing strategic partnerships with key partners. The role will involve developing relationships at the executive level defining go to market strategies and driving field engagement and sales at WW level. 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 Sales Operations to ensure the success of our partners. 

The Information Management Business Unit is one of the fastest growing businesses within Quest Software, with a portfolio spanning Data Intelligence, Data Operations and Data Protection. 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.

This role will report to the Global Alliances Director.

#LI-TB1

• Build strategic relationships, plan, develop and execute GTM strategy
• Understand partners' strategy, and identify potential partnership opportunities
• Sales development and expansion of joint business with select partners
• Support partner activities globally, working closely with the regional sales team
• Gain alignment with partners across regions and service lines
• Work with partners’ executives and sales organization to define and prioritize strategies needed to grow sales jointly
• Define the list of top priority 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
• Build out formal annual business plans for each focus partner that includes executive interlock, joint offerings, strategy, enablement, lead generation and account alignment 

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 regions

The successful candidate will have a proven track record in the software industry of building and leading alliances partnerships. Experience should include a background in the sales or consulting side of the business. The candidate should have proven track record of driving partnerships in the Data Governance, Data Operations or Data Protection space.  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% of the time
• Minimum 10+ years’ experience of working with Global SIs, experience of managing a strategic partnership with Global System Integrators is a must. Existing connections with the selected partners highly desirable.
• 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 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; thrive in a fast-paced, dynamic work environment
• Bachelor’s degree or equivalent required

Preferences

• Existing relationship with partner executives and history of successfully developing joint business
• MBA or EMBA is desirable
• Bilingual or multi-lingual are a plus.

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. 

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