Inside Channel Manager (ICM) - French speaking territories

Scality, Inc.

Job Overview

Location

Bucharest

Job Type

Full-time

Full Job Description

📋 Description

• Join Scality, a recognized leader in data storage solutions, as an Inside Channel Manager (ICM) and play a pivotal role in expanding our channel operations within the French-speaking territories.
• This exciting opportunity is designed for a motivated and results-oriented individual to focus on nurturing and growing our mid-tier, emerging, and newly recruited partners, working in tandem with our Channel Manager for strategic tier-1 partners.
• Your primary mission will be to broaden and accelerate our partner ecosystem, ensuring deep engagement, robust enablement, and readiness across our partner network.
• You will be instrumental in driving partner-led pipeline and sales, with a specific focus on our innovative ARTESCA solution and other complementary offerings.
• This role is critical for supporting co-selling initiatives and channel-driven sales motions, particularly within the Veeam-aligned and smaller Value-Added Reseller (VAR) Managed Service Provider (MSP) partner segments.
• You will contribute significantly to the successful go-to-market (GTM) execution of ARTESCA in France, complementing the strategic partner responsibilities managed by the senior Channel Manager.
• Scality is at the forefront of solving organizations' most complex data storage challenges, addressing critical needs around growth, security, performance, and cost.
• Our flagship S3 object storage with CORE5 is engineered for end-to-end cyber resilience, providing unparalleled data safeguarding from the API to the architecture.
• The patented MultiScale Architecture allows for limitless, independent scalability, ensuring our solutions can meet the unpredictable demands of modern workloads.
• World-leading companies rely on Scality to accelerate high-performance AI initiatives, optimize their cloud deployments, and confidently defend their data against evolving threats.
• We are consistently recognized as a leader by Gartner, a testament to the reliability, security, and sustainability of our software.
• As an ICM, you will be empowered to build strong relationships with partners, understanding their business objectives and aligning Scality's solutions to meet their needs and those of their end customers.
• You will proactively identify opportunities for partners to leverage Scality's technology, providing them with the necessary tools, training, and support to succeed.
• This will involve regular communication, business planning sessions, and joint marketing activities to ensure partners are well-equipped to generate and close deals.
• You will act as a trusted advisor to your assigned partners, guiding them through the Scality partner program and helping them maximize their revenue potential.
• A key aspect of your role will be to track and analyze partner performance, identifying areas for improvement and implementing strategies to enhance sales velocity and market penetration.
• You will collaborate closely with internal teams, including sales, marketing, and technical support, to ensure a seamless partner experience and to address any challenges that may arise.
• You will be responsible for managing a pipeline of partner-generated opportunities, ensuring timely follow-up and progression through the sales cycle.
• This role offers a fantastic opportunity to develop your career in channel management within the dynamic and rapidly growing data storage and cybersecurity market.
• You will gain in-depth knowledge of Scality's product portfolio, particularly ARTESCA, and its value proposition for various customer segments.
• By fostering a strong and collaborative partner network, you will directly contribute to Scality's market share growth and overall business success in the French-speaking regions.
• You will be a key player in driving adoption of our cutting-edge solutions, helping businesses achieve greater efficiency, security, and scalability in their data infrastructure.
• Embrace the challenge of building and expanding a thriving partner ecosystem, contributing to Scality's mission of empowering organizations with resilient and high-performance data storage.
• Your efforts will directly impact our ability to serve a wider range of customers and solidify Scality's position as a market leader.
• This role requires a proactive approach, excellent communication skills, and a passion for building successful channel partnerships.
• You will be an integral part of a dynamic and supportive team, working in a fast-paced environment where innovation and collaboration are highly valued.
• Leverage your understanding of the French IT market and partner landscape to effectively engage and recruit new partners.
• Develop and execute strategic account plans for your assigned partners, outlining growth objectives, key initiatives, and performance metrics.
• Conduct regular partner enablement sessions, webinars, and training to ensure partners are up-to-date on Scality's offerings and competitive advantages.
• Monitor market trends and competitor activities to identify new opportunities and potential threats, adapting strategies accordingly.
• Provide regular updates and reports on partner performance, pipeline development, and sales forecasts to management.
• Act as the primary point of contact for partners, addressing their inquiries, resolving issues, and ensuring their overall satisfaction with Scality.
• Champion the partner's perspective internally, advocating for their needs and ensuring they receive the necessary support from Scality.
• Contribute to the development and refinement of Scality's channel programs and initiatives based on partner feedback and market insights.
• This role is an excellent stepping stone for individuals looking to advance their careers in technology sales and channel management, offering significant opportunities for professional growth and development within a leading global organization.

🎯 Requirements

• Fluent in French and English (written and spoken).
• Proven experience in channel sales, partner management, or business development within the IT industry, preferably in storage, cloud, or cybersecurity solutions.
• Strong understanding of the IT channel ecosystem, including VARs, MSPs, and distributors.
• Excellent communication, negotiation, and interpersonal skills, with the ability to build and maintain strong relationships with partners.
• Ability to understand and articulate complex technical solutions and their business value.
• Self-motivated, results-oriented, and able to work independently as well as part of a team.
• Bachelor's degree in Business, Marketing, or a related field, or equivalent practical experience.

🏖️ Benefits

• Competitive salary and performance-based bonus.
• Comprehensive health insurance package.
• Opportunities for professional development and continuous learning.
• Collaborative and dynamic work environment.
• Chance to work with cutting-edge technology in the data storage and cybersecurity space.
• Be part of a growing company with a strong market presence and leadership recognition.

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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