Responsibilities
- Alliance Management: Cultivate and maintain high-impact relationships with alliance sales leaders and regional teams, developing trust and ensuring strategic alignment for field initiatives.
- Go-to-Market (GTM) Strategy: Develop and execute joint business plans, GTM campaigns, and sales plays that leverage each partner’s strengths and promote combined value propositions.
- Sales Enablement: Oversee sales enablement efforts, including training, content development, and cross-company introductions to ensure field teams effectively represent joint solutions.
- Joint Field Execution: Design, drive, and execute joint field activities—including pipeline generation, account mapping, and coordinated sales motions—between Scality and alliance sales teams to accelerate pipeline and closed opportunities.
- Performance Metrics: Monitor key performance indicators and partner-driven revenue outcomes, reporting progress to executive stakeholders and adjusting strategies as needed.
- Cross-functional Collaboration: Align with Scality product management, marketing, and partner technical teams to ensure messaging, integrations, and solutions are delivered successfully to market.
Qualification
- Experience: Minimum of five years of relevant experience in strategic alliances, business development, or related field in the enterprise IT sector, preferably with direct experience working with or for HPE, Supermicro, WEKA, Commvault or Veeam.
- Industry Expertise: Understanding of storage, data management, infrastructure, or adjacent software/hardware markets.
- Relationship Building: Proven ability to build and manage field sales relationships in complex partner ecosystems.
- Execution Skills: Track record of planning and executing joint field or GTM activities that led to measurable business results (pipeline/revenue growth).
- Communication: Excellent written and verbal communication, presentation, and negotiation skills.
- Preferred: Prior employment, project leadership, or direct engagement with at least one of the key partners (HPE, Supermicro, WEKA, Veeam, Commvault).
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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.
