The Channel Sales Manager will develop and implement indirect sales strategies through partners, ensuring revenue growth, effective pipeline management, and strategic relationship building.
About Scality:
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.Follow us on X and LinkedIn. Visit www.scality.com and our blog.
About the role:
The Channel Sales Manager is responsible for developing and executing Scality's indirect sales strategy through strategic channel partners, resellers, and system integrators. This role is focused on driving collaboration between Scality's US sales teams and its channel partners to generate partner-sourced and partner-influenced revenue.
Success in this role is measured by joint go-to-market execution, pipeline creation, and bookings. Key responsibilities include strategic relationship building combined with hands-on sales execution to drive revenue growth and market expansion through the partner ecosystem.
The ideal candidate will have strong experience working with Value-Added Resellers (VARs), System integrators and distributors, excel at partner enablement and co-selling activities, and possess a solid understanding of the data infrastructure ecosystem.
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%.
Life@scality:
We offer careers with an opportunity to bridge international borders, an intensely fun environment with smart people. We encourage promotion and elevation through training and development programs
We care for our employees through company supported programs such as, sports and wellness programs, “social responsibility” programs and generous benefits packages.
We support team building and get together events through all of our various locations in the world.
Life at Scality is exhilarating.Our internal motto is : “work hard, play hard, eat well and amaze the customer!”
Follow us on Twitter and LinkedIn. Visit www.scality.com and our blog.
Top Skills
Channel Sales
Cloud
Data Storage
System Integrators
Vars
Scality San Francisco, California, USA Office
149 New Montgomery St, Suite 607, San Francisco, CA, United States, 94105
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