Inside Channel Manager – DACH

• 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.

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!”