Inside Channel Manager

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. The Role We are expanding our channel operations in France by creating an Inside Channel Manager (ICM) role dedicated to managing and growing our mid-tier, emerging and newly recruited partners, while complementing the responsibilities of the Channel Manager for strategic/tier-1 partners. This role will be crucial to: broaden and accelerate our partner base, foster partner engagement, enablement and readiness, drive partner-led pipeline and sales for ARTESCA (and complementary solutions), support co-selling / channel-driven motions, especially among Veeam-aligned and smaller VAR/MSP partners. This role has a high impact on France’s ARTESCA GTM execution and complements the strategic partner responsibilities owned by the Channel Manager.   Key Responsibilities

Partner Portfolio Management & Growth : Own and manage a portfolio of mid-tier, emerging and newly onboarded partners in France. Maintain strong, ongoing partner relationships, regular check-ins, enablement follow-ups, joint-business planning. Track partner maturity, pipeline contribution, and performance metrics (registrations, conversions, pipeline health).

Partner Recruitment & Onboarding: Identify promising partners aligned with our storage, backup, and Veeam-focused ecosystem. Drive recruitment motions (outreach, qualification, onboarding, initial enablement) in coordination with Channel Manager France and Veeam Channel teams. Ensure new partners receive appropriate training, enablement, and operational setup.

Alignment with Veeam Ecosystem: Identify best-fit Veeam partners for ARTESCA recruitment and co-selling. Collaborate with Veeam Inside Channel Managers and ISRs to expand shared partner base. Maintain visibility on Veeam partner activity relevant to ARTESCA positioning.

Partner Enablement & Readiness: Deliver or coordinate enablement: product training, commercial positioning, marketplace messaging, value articulation. Ensure partners are equipped to represent ARTESCA (and any allied solutions) and ARTESCA+Veeam to their customers. Provide ongoing support: licensing/contract queries, technical questions, and quoting processes.

Partner-Led Pipeline Generation & Opportunity Acceleration: Collaborate with partners to source, register, and accelerate deal pipelines through co-selling or partner-led motions. Pre-qualify partner-led leads, support quoting/negotiation, facilitate hand-offs to Territory Managers when needed. Monitor, forecast, and report on partner-driven pipeline and conversions.

Collaboration & Alignment: Act as the operational arm supporting the Channel Manager France’s strategic account/channel motions. Interface with ARTESCA Territory Managers, Field Sales, Marketing, Sales Engineering to ensure cohesive GTM execution. Liaise with alliances (e.g., Veeam) to maximize co-sell and partner synergy potential.

Administration, CRM & Reporting Discipline: Maintain accurate partner and opportunity data in CRM (registrations, pipeline, partner status, communications). Produce regular reports on partner activity, pipeline health, forecasts, enablement status, and performance. Ensure compliance and renewals/contract hygiene for recruited partners (where applicable).

Skills & Attributes

3–7 years of channel/partner-facing sales or inside channel management (or equivalent VAR/MSP experience) preferably in software, storage, backup or IT infrastructure domain.

Strong understanding of channel ecosystem dynamics and indirect GTM motions (resellers, MSPs, VARs, distributors).

Proven ability to recruit, enable and manage partners — from onboarding to revenue generation.

Commercial mindset: able to support licensing/contracting, price positioning, deal registration, partner negotiations.

Excellent relationship-building, communication (French + English), stakeholder management skills.

Self-starter, organised, structured, with ability to manage multiple partners concurrently, track pipeline, and enforce discipline.

Ability to collaborate across teams (sales, marketing, engineering, alliances) with strong internal coordination.

Familiarity — or willingness to learn — with ARTESCA (object storage), Veeam-style backup/integration, or related storage/cloud infrastructure solutions.

CRM, pipeline forecasting and reporting discipline.