Channel Manager UK

About Scality: Scality solves organisations’ biggest data storage challenges: growth, security, performance, and cost. Designed for end-to-end cyber resilience, only Scality S3 object storage with CORE5 safeguards data at every level of the system, from API to architecture. Its patented MultiScale Architecture enables limitless, independent scalability in all critical dimensions to meet the unpredictable demands of modern workloads. The world’s most discerning companies depend on Scality to accelerate high-performance AI initiatives, optimize cloud deployments, and defend their data with confidence. Recognized as a leader by Gartner, Scality software is reliable, secure, and sustainable. Follow us onLinkedIn. Visit www.scality.com and ourblog. Job Description: We are searching for an experienced channel business professional to help take our “partner first” strategy to a new level. This team member will work to activate partners and drive substantial revenue growth. By leveraging our strategic alliances, we expect this position to own the overall planning, activity, enablement, and pipeline growth for the defined area. We are looking for a self-driven, confident, ambitious & motivated Channel Manager, experienced in software solutions selling and in leveraging and co-working with HW vendors, alliances and ISVs (solution partners), who wants to keep succeeding in a professional, entrepreneurial, & enterprise level software Company.   This position is based in the UK, and we will only consider candidates based in this country. Responsibilities:

Lead regional partner recruitment activities aligned with local sales managers

Develop and execute jointly agreed GTM and Business Plans with distributors and reseller partners, which include: enablement, training/education and development of joint offerings, certification, demand generation activities, etc.

Develop and leverage executive partner relationships to grow revenue and mindshare

Identify champions who will work with us to pilot programs, prove success, and incorporate positive findings into our joint GTM approach

Understand the partner’s sales motion and drive success through accurate forecasting and visibility into opportunity development for our sales teams

Facilitate the sales engagement with channel partners

Plan and facilitate sales and technical enablement and training requirements, enabling partners self sufficiency

Contribution in two tier distribution strategy, including onboarding and development.

Manage all Scality resources as they relate to supporting the partner mission

Qualifications:

The ideal candidate will be able to demonstrate consistent channel management success and will have the following knowledge and skills:

8-10 years of successful experience in channel management sales, 3+ years of experience in storage.

A strong experience with Veeam and/or Commvault partner ecosystem

Knowledge of the VAR and System Integrator (SI) storage and infrastructure channel in the Region

Knowledge of the high-tech sales cycles

Possess a network of connections in channel partners and SIs that will speed up channel partner recruitment.

Possess a solid track record working with strategic technological alliances, distributors, VARs and SIs

Has a passion for supporting channel partners to provide the best solution to their customers

Ability to balance day-to-day activities and deliver short/midterm results, along with developing long-term strategic relationships with partners

Recent successful experience working in global, multi-cultural organisational settings; balancing and integrating a dynamic start-up culture with an awareness and sensitivity to local business.

Has a track record of continuous improvement of personal, technical, and business skills; building an awareness of new markets, applications, and use cases.

Experience in presenting and working with end-user customers

Up to 20% of travel is needed