Scality

Cyber-resilient cloud object storage software

Inside Channel Manager

Business Development & PartnershipsConfirmed live in the last 24 hours

Full-timeBucharest, RomaniaNo salary listed

About the Job

Requirements

The role requires 3–7 years of channel- or partner-facing sales or inside channel management experience, or equivalent VAR, MSP, or Systemhaus experience; software, storage, backup, or IT infrastructure experience is preferred.
A strong understanding of the DACH channel ecosystem and indirect go-to-market motions, including Systemhäuser, resellers, MSPs, VARs, and distributors, is required.
The candidate must be able to recruit, enable, and manage partners from onboarding through revenue generation.
The candidate must be able to drive pipeline generation through outbound motions, joint call-out days, and campaign follow-up with partners.
The candidate must be able to support licensing and contracting, price positioning, deal registration, and partner negotiations.
The role requires communication in German and English and the ability to manage partner and stakeholder relationships.
Working knowledge of, or willingness to learn, GDPR, BSI IT-Grundschutz, NIS2, and data sovereignty is required.
The candidate must be able to manage multiple partners concurrently, track pipeline, and maintain discipline in an organized and structured manner.
The candidate must be able to collaborate across sales, marketing, engineering, and alliances teams.
Familiarity with ARTESCA object storage, Veeam-style backup and integration, or related storage and cloud infrastructure solutions is required, or the candidate must be willing to learn.
The candidate must maintain CRM, pipeline forecasting, and reporting discipline.

Responsibilities

Own a partner-sourced ARTESCA pipeline-generation target in DACH.
Drive pipeline-generation motions with partners through joint account mapping and target lists, outbound call-out days, marketing campaign follow-up, event lead conversion, and Veeam co-sell plays.
Collaborate with partners to source, register, and accelerate deal pipelines through co-selling or partner-led motions.
Pre-qualify partner-led leads, support quoting and negotiation, and facilitate hand-offs to the ARTESCA Territory Manager DACH when needed.
Keep partner-sourced opportunities moving by following up on deal registrations, unblocking stalled deals, and enforcing next steps with partners.
Monitor, forecast, and report partner-driven pipeline and conversions weekly.
Own and manage a portfolio of mid-tier, emerging, and newly onboarded DACH partners, with partner relationships geared toward generating pipeline.
Maintain partner relationships through regular check-ins, enablement follow-ups, and joint business planning with clear pipeline commitments.
Track partner maturity, pipeline contribution, and performance metrics, and allocate time toward productive partners.
Identify promising partners aligned with storage, backup, and Veeam-focused ecosystems, including regional Systemhäuser and MSPs building backup-as-a-service offerings.
Drive partner recruitment through outreach, qualification, onboarding, and initial enablement in coordination with the Channel Sales Manager DACH and Veeam DACH channel teams.
Ensure new partners receive training, enablement, and operational setup, measuring successful onboarding by time to first registered opportunity.
Identify best-fit Veeam partners in DACH for ARTESCA recruitment and co-selling.
Collaborate with Veeam Inside Channel Managers and ISRs to expand the shared partner base.
Maintain visibility into Veeam partner activity relevant to ARTESCA positioning.
Deliver or coordinate product training, commercial positioning, marketplace messaging, and value articulation, in German where required.
Equip partners to position ARTESCA and allied solutions, including ARTESCA and Veeam, to customers, covering GDPR, BSI, NIS2, and data-sovereignty considerations.
Use local proof points and reference customers to build partner confidence.
Provide ongoing support for licensing and contract queries, technical questions, and quoting processes.
Support the Channel Sales Manager DACH’s strategic account and channel motions as the operational arm.
Coordinate go-to-market execution with the ARTESCA Territory Manager DACH, Field Sales, Marketing, and Sales Engineering.
Liaise with alliances such as Veeam to maximize co-selling and partner synergies.
Maintain accurate CRM data on partners and opportunities, including registrations, pipeline, partner status, and communications.
Produce regular reports on partner activity, pipeline health, forecasts, enablement status, and performance.
Ensure compliance and renewals and contract hygiene for recruited partners where applicable.
Within the first 90 days, build initial partner-sourced pipeline and generate registered opportunities from the existing partner base.
Map the existing emerging partner ecosystem across Germany, Austria, and Switzerland, prioritizing by pipeline potential.
Launch initial joint pipeline-generation actions with engaged partners, including call-out days, campaign follow-up, and Veeam co-sell plays.
Identify and recruit new partners aligned with ARTESCA and Veeam positioning.
Conduct introductory calls, plan enablement, and hold initial QBRs, each ending with concrete pipeline commitments.
Establish a regular cadence with the Channel Sales Manager DACH and the Veeam DACH ecosystem.
Implement CRM structure for partner tracking, deal registration, and weekly pipeline reporting.

Desired Qualifications

Experience in software, storage, backup, or IT infrastructure is preferred.

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 on LinkedIn. Visit www.scality.com and our blog.

Objective:

We are expanding our channel operations in DACH by creating an Inside Channel Manager (ICM) role — dedicated to managing and growing our mid-tier, emerging and newly recruited partners across Germany, Austria and Switzerland, while complementing the responsibilities of the Channel Sales Manager DACH for strategic/tier-1 partners and distribution.

The DACH market combines a large, fragmented Systemhaus/VAR/MSP landscape with one of the strongest Veeam partner ecosystems in EMEA, and demand for on-prem, sovereign S3 backup storage is accelerating under GDPR, BSI guidance and NIS2. This creates a significant untapped mid-market partner opportunity for ARTESCA.

The ultimate goal — and primary KPI — of this role is partner-sourced pipeline generation for ARTESCA in DACH. Partner recruitment, enablement and relationship management are essential foundations, but they are the means to one end: a growing, predictable stream of partner-sourced pipeline and revenue.

This role will be crucial to:

drive partner-led pipeline generation and sales for ARTESCA (and complementary solutions) — the core mission of the role,
support co-selling / channel-driven motions — especially among Veeam-aligned Systemhäuser, VARs and MSPs,
broaden and accelerate our partner base across Germany, Austria and Switzerland,
foster partner engagement, enablement and readiness — with the technical depth DACH partners expect.

This role has a high impact on DACH's ARTESCA GTM execution and complements the strategic partner and distribution responsibilities owned by the Channel Sales Manager DACH.

Key Responsibilities

Partner-Led Pipeline Generation & Opportunity Acceleration (core mission)

Own a partner-sourced pipeline generation target for ARTESCA in DACH — the role's ultimate goal and primary KPI.
Drive proactive pipeline-generation motions with and through partners: joint account mapping and target lists, outbound call-out days, marketing campaign follow-up, event lead conversion, and Veeam co-sell plays.
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 the ARTESCA Territory Manager DACH when needed.
Keep partner-sourced opportunities moving — chase deal registrations, unblock stalled deals, and enforce next steps with partners.
Monitor, forecast, and report on partner-driven pipeline and conversions on a weekly cadence.

Partner Portfolio Management & Growth (the engine behind the pipeline)

Own and manage a portfolio of mid-tier, emerging and newly onboarded partners in DACH — with each partner relationship explicitly geared toward producing pipeline, not activity for its own sake.
Maintain strong, ongoing partner relationships — regular check-ins, enablement follow-ups, joint-business planning with clear pipeline commitments.
Track partner maturity, pipeline contribution, and performance metrics (registrations, conversions, pipeline health) — and rebalance time toward the partners who produce.

Partner Recruitment & Onboarding

Identify promising partners aligned with our storage, backup, and Veeam-focused ecosystem — including regional Systemhäuser and MSPs building backup-as-a-service offerings.
Drive recruitment motions (outreach, qualification, onboarding, initial enablement) in coordination with the Channel Sales Manager DACH and Veeam DACH channel teams.
Ensure new partners receive appropriate training, enablement, and operational setup — with time-to-first-registered-opportunity as the measure of successful onboarding.

Alignment with Veeam Ecosystem

Identify best-fit Veeam partners in DACH for ARTESCA recruitment and co-selling.
Collaborate with Veeam Inside Channel Managers and ISRs to expand the 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 — in German where required.
Ensure partners are equipped to position ARTESCA (and any allied solutions) and ARTESCA+Veeam to their customers, including compliance-driven angles (GDPR, BSI, NIS2, data sovereignty).
Leverage local proof points and reference customers to build partner confidence.
Provide ongoing support: licensing/contract queries, technical questions, quoting processes.

Collaboration & Alignment

Act as the operational arm supporting the Channel Sales Manager DACH's strategic account/channel motions.
Interface with the ARTESCA Territory Manager DACH, 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).

Key Metrics / KPIs

Primary KPI

Partner-sourced pipeline creation and coverage for ARTESCA in DACH — the number-one measure of success for this role
Deal registration volume and conversion to qualified opportunities

Supporting KPIs (leading indicators of pipeline)

Partner contribution to ARTESCA bookings in DACH
Number of new partners recruited and onboarded — and time-to-first-registered-opportunity per partner
Partner activity levels (QBRs, enablement sessions, program participation, joint pipeline-generation actions)
Enablement completion rates (ARTESCA + Veeam)
CRM discipline and reporting accuracy

Skills & Attributes

3–7 years of channel/partner-facing sales or inside channel management (or equivalent VAR/MSP/Systemhaus experience), preferably in software, storage, backup or IT infrastructure.
Strong understanding of the DACH channel ecosystem and indirect GTM motions (Systemhäuser, resellers, MSPs, VARs, distributors).
Proven ability to recruit, enable and manage partners — from onboarding to revenue generation.
Pipeline-generation ('hunter') mindset: energised by outbound motions, joint call-out days and campaign follow-up with partners — not a purely relationship-management profile.
Commercial mindset: able to support licensing/contracting, price positioning, deal registration, partner negotiations.
Excellent relationship-building, communication (German + English), and stakeholder management skills; comfortable with the technically precise, detail-oriented style DACH partners expect.
Working knowledge of — or willingness to learn — the compliance drivers shaping DACH storage decisions (GDPR, BSI IT-Grundschutz, NIS2, data sovereignty).
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.

Dependencies & Stakeholder Alignment

Success depends on strong coordination with:

Channel Sales Manager DACH: Strategic direction, escalations, distribution and tier-1 partner alignment
ARTESCA Territory Manager DACH: Coordination on partner-led opportunities and customer engagements
Veeam DACH: Shared partners, joint identification of new potential partners
Marketing: Campaigns, messaging, partner events and enablement (German-language where needed)
Sales Ops: Deal registration accuracy, dashboards, and reporting
Sales Engineering: Support for partner demos, training, and technical enablement

First 3 Months Focus & Implementation Priorities

Build initial partner-sourced pipeline — first registered opportunities from the existing partner base within the first 90 days
Map the existing emerging partner ecosystem across Germany, Austria and Switzerland, prioritised by pipeline potential
Launch the first joint pipeline-generation actions (call-out days, campaign follow-up, Veeam co-sell plays) with the most engaged partners
Identify and recruit top new partners aligned with ARTESCA + Veeam positioning
Conduct introductory calls, enablement planning, and first QBRs — each closing with concrete pipeline commitments
Establish regular cadence with the Channel Sales Manager DACH and the Veeam DACH ecosystem
Implement CRM structure for partner tracking, deal registration and weekly pipeline reporting

Life@scality:

We offer careers with an opportunity to bridge international borders, working alongside a highly skilled and international team across Europe and Asia.

Hybrid work model
Access to training and professional certification programs to support your career growth
Sports and wellness programs, social responsibility initiatives, and generous benefits packages

Our internal motto is : “work hard, play hard, eat well and amaze the customer!”

At Scality, we believe diversity drives innovation. We are proud to be an equal opportunity employer, welcoming applicants of all backgrounds, identities, and abilities.

About the Company

Scality

Cyber-resilient cloud object storage software

Scality provides cyber-resilient storage software for hybrid, private, and public clouds. Its flagship products, Scality RING and ARTESCA, manage, access, and protect backup data across cloud environments by using software-defined storage that can run in multiple infrastructures. This makes it possible for customers to choose their preferred cloud setup while keeping data safe and easy to access. Scality differentiates itself through its focus on data protection and performance in object storage for backups, along with offering integration services to build complete data solutions. The company is recognized for being a leader in backup object storage and collaborates with ecosystem partners to deliver end-to-end storage solutions. The goal is to give organizations the freedom to select the cloud infrastructure that fits their needs while ensuring their data is protected, readily accessible, and efficiently managed.

Company size: 201-500
Company stage: Series E
Total funding: $175.4M
Headquarters: San Francisco, CA
Founded: 2009

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