{"id":439213,"url":"https://alion.io/job/scality-inside-channel-manager-dach","title":"Inside Channel Manager – DACH","company":{"id":171914,"name":"Scality","domain":"scality.com","url":"https://alion.io/company/scality","size_band":"51-200","is_staffing_agency":false,"employer_type":"direct","is_intermediary":false,"listed_via":null,"ats_vendor":"Lever","truth_index":null},"role":"Sales","role_family":"Sales","seniority":"middle","employment_type":"full_time","work_mode":"hybrid","remote_scope":null,"remote_scope_basis":null,"remote_working_hours":null,"hiring_geo_confidence":"structured","locations":["Bucharest, Romania"],"countries":["RO"],"hiring_countries":[],"hiring_countries_total":0,"salary":null,"salary_estimate":null,"experience_years_min":3,"visa_sponsorship":false,"relocation_package":false,"has_equity":false,"technologies":[{"name":"Amazon S3","optional":false},{"name":"GDPR","optional":false},{"name":"LinkedIn","optional":true}],"status":"live","first_seen_at":"2026-08-12T12:14:05Z","employer_posted_date":"2026-08-12","last_verified_at":"2026-10-28T08:02:23Z","board_verified":true,"closed_at":null,"days_open":76,"trust":{"level":"ok","repost_count":null,"flags":[],"days_open":76},"description":"About Scality:\nScality solves organisations’ biggest data storage challenges: growth, security, performance, and cost. Designed for end-to-end cyber resilience, only Scality S3 object storage with CORE5 safeguards data at every level of the system, from API to architecture. Its patented MultiScale Architecture enables limitless, independent scalability in all critical dimensions to meet the unpredictable demands of modern workloads. The world’s most discerning companies depend on Scality to accelerate high-performance AI initiatives, optimize cloud deployments, and defend their data with confidence. Recognized as a leader by Gartner, Scality software is reliable, secure, and sustainable. Follow us onLinkedIn. Visit www.scality.com and ourblog.\nObjective:\nWe are expanding our channel operations in DACH by creating an Inside Channel Manager (ICM) role - dedicated to managing and growing our mid-tier, emerging and newly recruited partners across Germany, Austria and Switzerland, while complementing the responsibilities of the Channel Sales Manager DACH for strategic/tier-1 partners and distribution.\nThe DACH market combines a large, fragmented Systemhaus/VAR/MSP landscape with one of the strongest Veeam partner ecosystems in EMEA, and demand for on-prem, sovereign S3 backup storage is accelerating under GDPR, BSI guidance and NIS2. This creates a significant untapped mid-market partner opportunity for ARTESCA.\nThe ultimate goal - and primary KPI - of this role is partner-sourced pipeline generation for ARTESCA in DACH. Partner recruitment, enablement and relationship management are essential foundations, but they are the means to one end: a growing, predictable stream of partner-sourced pipeline and revenue.\nThis role will be crucial to:\ndrive partner-led pipeline generation and sales for ARTESCA (and complementary solutions) - the core mission of the role,\nsupport co-selling / channel-driven motions - especially among Veeam-aligned Systemhäuser, VARs and MSPs,\nbroaden and accelerate our partner base across Germany, Austria and Switzerland,\nfoster partner engagement, enablement and readiness - with the technical depth DACH partners expect.\nThis role has a high impact on DACH's ARTESCA GTM execution and complements the strategic partner and distribution responsibilities owned by the Channel Sales Manager DACH.\nKey Responsibilities\nPartner-Led Pipeline Generation & Opportunity Acceleration (core mission)\nOwn a partner-sourced pipeline generation target for ARTESCA in DACH - the role's ultimate goal and primary KPI.\nDrive 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.\nCollaborate with partners to source, register, and accelerate deal pipelines through co-selling or partner-led motions.\nPre-qualify partner-led leads, support quoting/negotiation, facilitate hand-offs to the ARTESCA Territory Manager DACH when needed.\nKeep partner-sourced opportunities moving - chase deal registrations, unblock stalled deals, and enforce next steps with partners.\nMonitor, forecast, and report on partner-driven pipeline and conversions on a weekly cadence.\nPartner Portfolio Management & Growth (the engine behind the pipeline)\nOwn 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.\nMaintain strong, ongoing partner relationships - regular check-ins, enablement follow-ups, joint-business planning with clear pipeline commitments.\nTrack partner maturity, pipeline contribution, and performance metrics (registrations, conversions, pipeline health) - and rebalance time toward the partners who produce.\nPartner Recruitment & Onboarding\nIdentify promising partners aligned with our storage, backup, and Veeam-focused ecosystem - including regional Systemhäuser and MSPs building backup-as-a-service offerings.\nDrive recruitment motions (outreach, qualification, onboarding, initial enablement) in coordination with the Channel Sales Manager DACH and Veeam DACH channel teams.\nEnsure new partners receive appropriate training, enablement, and operational setup - with time-to-first-registered-opportunity as the measure of successful onboarding.\nAlignment with Veeam Ecosystem\nIdentify best-fit Veeam partners in DACH for ARTESCA recruitment and co-selling.\nCollaborate with Veeam Inside Channel Managers and ISRs to expand the shared partner base.\nMaintain visibility on Veeam partner activity relevant to ARTESCA positioning.\nPartner Enablement & Readiness\nDeliver or coordinate enablement: product training, commercial positioning, marketplace messaging, value articulation - in German where required.\nEnsure 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).\nLeverage local proof points and reference customers to build partner confidence.\nProvide ongoing support: licensing/contract queries, technical questions, quoting processes.\nCollaboration & Alignment\nAct as the operational arm supporting the Channel Sales Manager DACH's strategic account/channel motions.\nInterface with the ARTESCA Territory Manager DACH, Field Sales, Marketing, Sales Engineering - to ensure cohesive GTM execution.\nLiaise with alliances (e.g., Veeam) to maximize co-sell and partner synergy potential.\nAdministration, CRM & Reporting Discipline\nMaintain accurate partner and opportunity data in CRM (registrations, pipeline, partner status, communications).\nProduce regular reports on partner activity, pipeline health, forecasts, enablement status, and performance.\nEnsure compliance and renewals/contract hygiene for recruited partners (where applicable).\nKey Metrics / KPIs\nPrimary KPI\nPartner-sourced pipeline creation and coverage for ARTESCA in DACH - the number-one measure of success for this role\nDeal registration volume and conversion to qualified opportunities\nSupporting KPIs (leading indicators of pipeline)\nPartner contribution to ARTESCA bookings in DACH\nNumber of new partners recruited and onboarded - and time-to-first-registered-opportunity per partner\nPartner activity levels (QBRs, enablement sessions, program participation, joint pipeline-generation actions)\nEnablement completion rates (ARTESCA + Veeam)\nCRM discipline and reporting accuracy\nSkills & Attributes\n3-7 years of channel/partner-facing sales or inside channel management (or equivalent VAR/MSP/Systemhaus experience), preferably in software, storage, backup or IT infrastructure.\nStrong understanding of the DACH channel ecosystem and indirect GTM motions (Systemhäuser, resellers, MSPs, VARs, distributors).\nProven ability to recruit, enable and manage partners - from onboarding to revenue generation.\nPipeline-generation ('hunter') mindset: energised by outbound motions, joint call-out days and campaign follow-up with partners - not a purely relationship-management profile.\nCommercial mindset: able to support licensing/contracting, price positioning, deal registration, partner negotiations.\nExcellent relationship-building, communication (German + English), and stakeholder management skills; comfortable with the technically precise, detail-oriented style DACH partners expect.\nWorking knowledge of - or willingness to learn - the compliance drivers shaping DACH storage decisions (GDPR, BSI IT-Grundschutz, NIS2, data sovereignty).\nSelf-starter, organised, structured, with ability to manage multiple partners concurrently, track pipeline, and enforce discipline.\nAbility to collaborate across teams (sales, marketing, engineering, alliances) with strong internal coordination.\nFamiliarity - or willingness to learn - with ARTESCA (object storage), Veeam-style backup/integration, or related storage/cloud infrastructure solutions.\nCRM, pipeline forecasting and reporting discipline.\nDependencies & Stakeholder Alignment\nSuccess depends on strong coordination with:\nChannel Sales Manager DACH: Strategic direction, escalations, distribution and tier-1 partner alignment\nARTESCA Territory Manager DACH: Coordination on partner-led opportunities and customer engagements\nVeeam DACH: Shared partners, joint identification of new potential partners\nMarketing: Campaigns, messaging, partner events and enablement (German-language where needed)\nSales Ops: Deal registration accuracy, dashboards, and reporting\nSales Engineering: Support for partner demos, training, and technical enablement\nFirst 3 Months Focus & Implementation Priorities\nBuild initial partner-sourced pipeline - first registered opportunities from the existing partner base within the first 90 days\nMap the existing emerging partner ecosystem across Germany, Austria and Switzerland, prioritised by pipeline potential\nLaunch the first joint pipeline-generation actions (call-out days, campaign follow-up, Veeam co-sell plays) with the most engaged partners\nIdentify and recruit top new partners aligned with ARTESCA + Veeam positioning\nConduct introductory calls, enablement planning, and first QBRs - each closing with concrete pipeline commitments\nEstablish regular cadence with the Channel Sales Manager DACH and the Veeam DACH ecosystem\nImplement CRM structure for partner tracking, deal registration and weekly pipeline reporting","description_format":"text","description_chars":9431,"description_truncated":false,"requirements":{"experience_years_min":3,"management_years_min":null,"team_size_min":null,"manages_managers":false,"education":null,"security_clearance":false,"languages":[{"language":"German","level":"All levels","optional":false}]},"benefits":[],"hiring_locations":[{"name":"Germany","iso":"DE","kind":"region"},{"name":"Austria","iso":"AT","kind":"region"},{"name":"Romania","iso":"RO","kind":"country"},{"name":"Switzerland","iso":"CH","kind":"region"}],"hiring_excludes":[],"relocation_offered":false,"industries":["Travel Technology","Enterprise Storage Systems","Cloud Storage & File Sharing"],"lifecycle":[{"event":"open","at":"2026-09-06T07:20:12Z"}],"visa":[],"liveness":{"score":13,"band":"cold","label":"Long shot","p_open":1,"p_active":0.458,"p_room":0.28,"age_days":76,"expected_fill_days":30,"reasons":["conf:2","win:tail","crowd:"],"computed_at":"2026-10-28T05:59:10Z"},"pay":null,"html_url":"https://alion.io/job/scality-inside-channel-manager-dach","json_url":"https://alion.io/job/scality-inside-channel-manager-dach.json","meta":{"generated_at":"2026-10-28T08:40:15Z","cache_seconds":300,"methodology":"https://alion.io/methodology","terms":"https://alion.io/terms","contact":"https://alion.io/contact","api":"https://alion.io/developers","about":"Alion is a live layer of people, companies and AI agents: who they are, whether they are real and active right now, what they do and how to work with them, readable by people and by agents and paid per call.","catalog":"https://alion.io/catalog.json","usage":{"tier":"crawler_verified","counted_by":"address","units_charged":1,"used_today":11275,"day_limit":null,"remaining_today":null,"minute_limit":300,"resets_at":"2026-10-29T00:00:00Z"}},"offers":[{"id":"company.slices","title":"One company in depth, by slice","status":"live","price":{"credits":0.02,"usd":0.002,"plus_per_slice":{"credits":0.05,"usd":0.005}},"unit":"per company, plus each slice with data","note":"the employer in depth","call":{"mcp_tool":"get_company","arguments":{"id":171914},"rest":"https://alion.io/mcp/rest/get_company?id=171914"},"human":"https://alion.io/catalog?offer=company.slices&for=job%2Fscality-inside-channel-manager-dach"},{"id":"market.stats","title":"A market slice: pay, demand and time to fill","status":"live","price":{"credits":1,"usd":0.1},"unit":"per slice","note":"pay, demand and time to fill for this role and place","call":{"mcp_tool":"market_stats"},"human":"https://alion.io/catalog?offer=market.stats&for=job%2Fscality-inside-channel-manager-dach"},{"id":"job.search","title":"Open jobs by role, technology, place, pay and visa","status":"live","price":{"credits":0.02,"usd":0.002},"unit":"per posting in a list","note":"similar open postings","call":{"mcp_tool":"search_jobs"},"human":"https://alion.io/catalog?offer=job.search&for=job%2Fscality-inside-channel-manager-dach"},{"id":"company.verify","title":"Is this company real and active right now","status":"pilot","price":null,"unit":"per company","request":{"url":"https://alion.io/catalog/request","method":"POST","body":"{\"offer\": \"company.verify\", \"for\": \"job/scality-inside-channel-manager-dach\", \"note\": \"what you need it for\"}"},"human":"https://alion.io/catalog?offer=company.verify&for=job%2Fscality-inside-channel-manager-dach"}],"agent":{"mcp":"https://alion.io/mcp/jobs","mcp_open":"https://alion.io/mcp/open","next":[{"tool":"get_job","arguments":{"id":439213}},{"tool":"search_jobs","arguments":{"company":"scality.com","detail":"compact"}},{"tool":"match_people","arguments":{"job_id":439213},"note":"people open to offers who fit this vacancy"}],"note":"The same data through MCP tools: https://alion.io/mcp/open needs no sign-in (compact searches, postings, people); https://alion.io/mcp with an Alion account has everything. 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