Director, Strategic Alliances Sales

Scality, Inc.

Job Overview

Location

San Francisco, CA

Job Type

Full-time

Full Job Description

📋 Description

• As the Director, Strategic Alliances Sales at Scality, you will be at the forefront of driving impactful collaborations that fuel our growth and expand our market reach. This pivotal role is designed for a seasoned professional who thrives on building and nurturing strategic partnerships, translating them into tangible sales successes. You will be instrumental in orchestrating joint go-to-market strategies with our key hardware and application partners, including industry leaders like Supermicro, HPE, WEKA, Commvault, and Veeam. Your primary objective will be to ensure these alliances translate into significant partner-driven revenue opportunities, directly contributing to Scality's market leadership in data storage solutions.
• Scality is renowned for tackling organizations' most complex data storage challenges, focusing on security, performance, and cost-effectiveness. Our solutions are engineered to provide unparalleled immutability and end-to-end cyber resilience, safeguarding data across five core levels to deliver unbreakable ransomware protection. We empower businesses with utmost resilience, enabling storage infrastructures that are limitlessly scalable in all critical dimensions. The world's most discerning companies rely on Scality to accelerate their growth, rapidly execute AI data-driven initiatives, enhance operational efficiency, and avoid vendor lock-in. Our S3 object storage software is consistently recognized by Gartner as a leader, celebrated for its reliability, security, and sustainability.
• In this role, you will be responsible for developing and executing comprehensive alliance strategies that align Scality's sales objectives with those of our strategic partners. This involves identifying new opportunities for joint selling, creating compelling value propositions that resonate with shared customer bases, and fostering strong relationships at all levels within partner organizations, from executive leadership to field sales teams.
• You will work closely with Scality's US sales leadership and field sales teams to ensure seamless integration of partner solutions and joint selling motions. This includes developing joint sales plays, providing enablement and training to partner sales teams, and facilitating joint marketing activities that generate qualified leads.
• A key aspect of your role will be to establish and track key performance indicators (KPIs) for each strategic alliance, focusing on metrics that demonstrate joint go-to-market success and revenue generation. You will regularly report on the performance of these alliances to senior management, providing insights and recommendations for continuous improvement.
• You will act as the primary point of contact for our strategic hardware and application partners, ensuring clear communication, proactive problem-solving, and a collaborative spirit. This includes understanding their roadmaps, product strategies, and market challenges to identify areas of mutual benefit and growth.
• The ideal candidate will possess a deep understanding of the data infrastructure ecosystem, including storage technologies, cloud environments, cybersecurity, and data analytics. You should be adept at navigating complex sales cycles and influencing decision-makers within both Scality and partner organizations.
• Your responsibilities will extend to identifying and recruiting new strategic partners that align with Scality's business objectives and market strategy. This involves conducting thorough due diligence, negotiating partnership agreements, and developing onboarding plans to ensure successful integration and ramp-up.
• You will be a champion for the partner ecosystem within Scality, advocating for partner needs and ensuring that our internal teams are equipped to support successful joint engagements. This requires strong cross-functional collaboration with marketing, product management, engineering, and legal teams.
• Ultimately, your success will be measured by your ability to drive measurable revenue growth through strategic alliances, strengthen Scality's competitive position in the market, and build a robust, sustainable partner channel that contributes significantly to the company's overall success.

🎯 Requirements

• Proven experience in developing and managing strategic alliances, channel sales, or partner programs within the technology sector, specifically in data infrastructure, cloud, or cybersecurity.
• Demonstrated success in driving joint go-to-market strategies and achieving revenue targets through partner collaborations.
• Strong understanding of the data storage market, including object storage, cloud storage, data protection, and cybersecurity solutions.
• Excellent communication, negotiation, and interpersonal skills, with the ability to build and maintain strong relationships with senior executives and field teams at partner organizations.
• Experience working with sales teams and understanding field sales dynamics to drive partner-led sales motions.

🏖️ Benefits

• Competitive salary and performance-based bonus structure.
• Comprehensive health, dental, and vision insurance plans.
• Generous paid time off (PTO) and company holidays.
• Opportunities for professional development and continuous learning.
• Collaborative and innovative work environment with a focus on employee growth.

Skills & Technologies

Onsite

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Scality, Inc.

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About Scality, Inc.

Scality is a software company specializing in cloud-native, object and file storage solutions. It provides a unified platform designed to manage vast amounts of unstructured data across hybrid and multi-cloud environments. Scality's offerings cater to enterprises, cloud providers, and service providers seeking scalable, resilient, and cost-effective storage infrastructure. Their solutions enable data-intensive applications, AI/ML workloads, and media workflows by offering high performance and data durability. Scality focuses on simplifying storage management, accelerating digital transformation, and empowering businesses to leverage their data for innovation and growth, all while maintaining data sovereignty and security.

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