Responsibilities:
- Recruit, onboard, and enable VARs in the territory
- Build joint business plans with pipeline and revenue targets
- Manage distribution partners (e.g., Ingram, Arrow, Carahsoft, Climb), including enablement cadence, recruitment, and deal support.
- Drive partner-led pipeline through co-marketing, joint account planning, and field seller alignment.
- Establish and enforce deal registration and rules of engagement.
- Proactively manage channel conflict.
- Execute partner-led sales plays (ransomware-resilient object storage, AI data lakes, cloud cost optimization and/or repatriation)
- .Co-sell with partner AEs and SEs, coordinate POCs, and forecast accurately.
- Carry and achieve a quota-bearing overlay target for partner-sourced and influenced bookings.
- Track and manage partner performance (pipeline, registered deals, certifications, POC success).
- Lead partner enablement, QBRs, and ongoing governance.
- Work closely with the Product and Marketing teams to provide market and competitive feedback.
Qualifications:
- 5–8+ years of experience in channel sales or channel account management within B2B infrastructure (storage, data protection, cloud, or related markets).
- Proven ability to build, expand, and scale a channel territory, including VAR recruitment, joint business planning, partner enablement, and closing partner-driven revenue.
- Hands-on experience managing distribution partners and driving results through distributors.
- Strong understanding of partner program mechanics, including tiers, deal registration, MDF, SPIFs, margins, and incentives.
- Technical knowledge or ability to effectively engage and orchestrate internal technical resources to support partner-led deals.
- Deep understanding of the VAR, systems integrator, and consulting partner ecosystem; existing relationships are a plus.
- Excellent communication and negotiation skills with a collaborative, team-player mindset, able to work effectively across sales, SEs, marketing, and partners.
- Entrepreneurial, self-motivated, and team-oriented, with the ability to influence without direct authority and a strong sense of accountability.
- Territory knowledge (ideally based in the Bay Area) and willingness to travel approximately 40–50%.
Top Skills
What We Do
In an accelerated world with increasing complexity, managing data at massive scale requires an elevated sense of design and orchestration. Scality has built a storage and data management ecosystem to protect and propel our customers into the digital age. Scality storage unifies data management from edge to core to cloud. Our market-leading file and object storage software protects data on-premises and in hybrid and multi-cloud environments. Powering many of the everyday digital services we all depend on, Scality solutions are trusted by the world’s largest banks, healthcare providers, media companies, transportation, telco and cloud service providers. At Scality, we refer to our unique approach — unifying and elevating data to access its full potential — as the art of scale. Such art requires exceptional technology, along with exceptional people. Our team is diverse, representing more than 20 nationalities from over 10 countries, working from 5 global offices. We live our motto: Work hard, play hard, eat well, and amaze the customer. Are you a talented individual who thrives on innovating, thinking big, focusing in and teaming up? Check out our latest job openings.
