Scality is seeking a Channel Sales Manager to develop and execute its indirect sales strategy through strategic channel partners, resellers, and system integrators. The ideal candidate will have experience working with Value-Added Resellers (VARs), System integrators and distributors, and possess a solid understanding of the data infrastructure ecosystem.
Requirements
- Recruit, onboard, and enable VARs in the territory
- Build joint business plans with pipeline and revenue targets
- Manage distribution partners (e.g., Ingram, Arrow, Carahsoft, Climb)
- Drive partner-led pipeline through co-marketing, joint account planning, and field seller alignment
- Establish and enforce deal registration and rules of engagement
- Proactively manage channel conflict
- Execute partner-led sales plays (ransomware-resilient object storage, AI data lakes, cloud cost optimization and/or repatriation)
- Co-sell with partner AEs and SEs, coordinate POCs, and forecast accurately
- Carry and achieve a quota-bearing overlay target for partner-sourced and influenced bookings
- Track and manage partner performance (pipeline, registered deals, certifications, POC success)
- Lead partner enablement, QBRs, and ongoing governance
- Work closely with the Product and Marketing teams to provide market and competitive feedback
Benefits
- Generous benefits packages
- Sports and wellness programs
- Social responsibility programs