Company Description

Scality solves organizations’ biggest data storage challenges — security, performance, and cost. Designed to provide the strongest form of immutability plus end-to-end cyber resilience, Scality solutions safeguard data at five core levels for unbreakable ransomware protection. Delivering utmost resilience, Scality makes storage infrastructures limitlessly scalable in all critical dimensions. The world’s most discerning companies trust Scality so they can grow faster and execute AI data-driven ideas quicker — while increasing efficiency and avoiding lock-in. Recognized as a leader by Gartner, Scality S3 object storage software is reliable, secure and sustainable.

Job Description

We are searching for an experienced channel business professional to help take our “partner first” strategy to a new level and build our partner ecosystem in Southern Europe. 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.

Responsibilities

Lead regional partner recruitment activities aligned with local sales managers in Southern Europe – focusing on Italy, while supporting Spain, Portugal, Greece and Malta.
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
Possess a solid track record working with VARs and SIs;
Ability to balance day-to-day activities and deliver short/midterm results along with developing long term strategic relationships with clients and partners;
Manage all Scality resources as they relate to supporting the partner mission and sales opportunities
Has strong sales hunter acumen, with strong relationships, and demonstrated success selling to new accounts
Drive sales projects with partners and forecasting in cooperation with the local sales manager focused on local focus area of Italy

Qualifications

The ideal candidate will be able to demonstrate consistent channel management success, and will have the following knowledge and skills:
8-10 years successful experience in channel management sales, 3+ year experience in storage channel management.
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 organizational settings; balancing and integrating a dynamic start-up culture with an awareness and sensitivity to local business in Italy & Spain
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 – owning local sales opportunities in Italy with local language while building the local team
Up to 50% of travel is needed
Must be Italian resident, Native Italian speaker and fluent in English required, Spanish language is a plus

Scality’s internal motto is: “Work hard, play hard, eat well, and amaze the customer!” “Eat well” really means “Enjoy Life” which Scality employees and leaders do very well!

Learn more about Scality on our Careers page. Get an inside look into the culture and life at Scality. Follow us on Linkedin, Twitter & Glassdoor to stay up to date on jobs and company news.

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