Inside Channel Manager (ICM) - French speaking territories

Key Responsibilities

• Partner Portfolio Management & Growth : Own and manage a portfolio of mid-tier, emerging and newly onboarded partners in France. Maintain strong, ongoing partner relationships, regular check-ins, enablement follow-ups, joint-business planning. Track partner maturity, pipeline contribution, and performance metrics (registrations, conversions, pipeline health).
• Partner Recruitment & Onboarding: Identify promising partners aligned with our storage, backup, and Veeam-focused ecosystem. Drive recruitment motions (outreach, qualification, onboarding, initial enablement) in coordination with Channel Manager France and Veeam Channel teams. Ensure new partners receive appropriate training, enablement, and operational setup.
• Alignment with Veeam Ecosystem: Identify best-fit Veeam partners for ARTESCA recruitment and co-selling. Collaborate with Veeam Inside Channel Managers and ISRs to expand 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. Ensure partners are equipped to represent ARTESCA (and any allied solutions) and ARTESCA+Veeam to their customers. Provide ongoing support: licensing/contract queries, technical questions, and quoting processes.
• Partner-Led Pipeline Generation & Opportunity Acceleration: 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 Territory Managers when needed. Monitor, forecast, and report on partner-driven pipeline and conversions.
• Collaboration & Alignment: Act as the operational arm supporting the Channel Manager France’s strategic account/channel motions. Interface with ARTESCA Territory Managers, 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).

Skills & Attributes

• 3–7 years of channel/partner-facing sales or inside channel management (or equivalent VAR/MSP experience) preferably in software, storage, backup or IT infrastructure domain.
• Strong understanding of channel ecosystem dynamics and indirect GTM motions (resellers, MSPs, VARs, distributors).
• Proven ability to recruit, enable and manage partners — from onboarding to revenue generation.
• Commercial mindset: able to support licensing/contracting, price positioning, deal registration, partner negotiations.
• Excellent relationship-building, communication (French + English), stakeholder management skills.
• 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.