Depuis 1999, Scaleway, filiale du groupe Iliad, figure parmi les leaders du cloud computing Européen.
Nous proposons à nos plus de 25 000 clients un catalogue diversifié de 80 produits dédiés à la création, au déploiement et à la mise à l'échelle d'applications de pointe.
Forte d'une équipe dynamique de près de 600 collaborateur(ice)s issus de tous horizons, notre entreprise offre un environnement de travail stimulant et international où se mêlent créativité, innovation et excellence technique.
Situés à Paris et Lille, nos bureaux sont des hubs d'échanges uniques, favorisant la coopération quotidienne de nos Scalers. Ensemble, nous partageons une vision commune : contribuer à la création d'une industrie numérique plus responsable
About the job
As a Partner Account Manager (PAM) at Scaleway, you will be responsible for managing and growing business through key partners within the company's target markets, prospects and customer base. This role requires a combination of business development, channel management, and technical knowledge. You will also work closely with our internal teams (Pre-sales, Marketing team, Sales Enablement, Key Account Management) to ensure that all client requirements are met, and that our clients and our partners receive the highest level of service possible.
You will be at the center of growing tech companies, impacting their ability to develop and increase their competitive advantages through innovative Cloud and AI solutions. You will be a key stakeholder at the heart of a thriving business at Scaleway, building and orchestrating internal and external business relationships, You will be part of a dynamic and ambitious Sales team, reporting into the Head of Channel and Alliances. You will be trained on Scaleway cloud solutions that are at the center of our client’s strategy.
Minimum Qualifications:
- Minimum 3 to 6 years experience recruiting, activating and developing business partners in the tech industry
- Strong communication in French and English and interpersonal skills (public speaking)
- Experience in defining and driving the strategy to ensure the success and to maximize the business done through or with partners:
- map existing and potential partners (resellers, integrators, managed service providers, tech alliances)
- recruit and onboard new partners
- make new and existing partners successful
- Building the monetization strategy of the intermediation business models
- Evaluating and monitoring business and technical KPIs
- Technical acumen and ability to learn new concepts and tech solutions translating into business outcomes for partners and end customers
- Ability to work independently and manage multiple projects simultaneously
Preferred Qualifications :
- Cloud Industry Experience or SaaS experience
- Technical knowledge of cloud infrastructure and related technologies.
- Experience using Salesforce, LinkedIn Sales Navigator, and other Sales applications.
Responsibilities:
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Develop and execute a channel partner strategy to expand Scaleway's market presence. Identify and recruit new partners that align with Scaleway's business objectives in a given territory. Evaluate potential partnerships and negotiate contractual agreements.
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Partner Relationship Management: Build strong relationships with existing key strategic partners, including consultants, resellers, system integrators, distributors and managed services providers of Scaleway. Develop a deep understanding of their business models, and needs.
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Sales management: drive pipeline creation initiatives including, and not limited to, marketing activities, sales initiatives, lead generation and deal management alongside Account Executives. Monitor and report progress on a weekly basis.
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Achieve quarterly and yearly business goals measured as MRR growth and contract commitment on multiyear.
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Partnering on cross functional efforts across all others supporting teams such as Finance, Product, and Legal to remove obstacles and close deals.
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Collaborate with the Sales and Marketing teams to develop partner sales strategies, enablement, and marketing initiatives. Work closely with partners to develop business plans and execute go-to-market strategies.
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Stay updated on the competitive landscape, and emerging technologies (AI). Share knowledge with partners to drive innovation and identify new business opportunities.
Recruitment Process:
- Screening call - 30 mins with the recruiter
- Manager Interview - 60 mins
- Team Interview - Use case - 45mins
- CSO interview - 30 mins
- HR Interview - 45 min
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