About the roleThe Channel Manager is the day-to-day relationship lead between Scality's US field team and our channel partners across the country. You are the connective tissue between partner contacts - at VARs, distributors, and integrators - and Scality's Account Executives (AEs) and Sales Engineers (SEs). Your job is to make sure every priority partner has a working cadence with us, knows our solutions, and has the people and enablement they need to bring Scality into deals.
This role is about
people and rhythm, joint go-to-market execution, pipeline creation, and bookings. Success looks like: strong personal relationships at every priority partner, partner sellers who can confidently talk about Scality, AEs and SEs who feel the partner ecosystem is easy to engage with, and a predictable cadence of joint touchpoints that turns partner logos into working relationships.
You'll report into the US Channel team and partner closely with Scality's leadership. You'll spend a meaningful share of your time face-to-face - at partner offices, on joint calls, and at events.
What you'll doBuild the relationships- Become the trusted day-to-day contact for partner reps at our priority VARs, distributors, and integrators
- Know partner sellers and their SEs by name - what they cover, who their customers are, where Scality fits in their stack
- Show up regularly: in-person visits, lunch-and-learns, ride-alongs, post-event coffees, and informal check-ins
Run the cadence- Set and maintain a recurring rhythm with every priority partner - weekly or bi-weekly touchpoints, monthly pipeline syncs, quarterly check-ins
- Coordinate and co-host on-site sessions at partner offices alongside Scality SEs and AEs (training, lunch-and-learns, customer workshops)
- Keep a living list per partner of who needs what - open enablement gaps, intro requests, deal-reg follow-ups, demo support
Engage Scality's SEs and AEs- Pair the right Scality AE/SE with the right partner contact for each opportunity, region, or use case
- Make it easy for our field team to engage partners: schedule the meeting, prep the agenda, send the recap, track the next step
- Build small working groups for high-priority partners so SE and AE involvement is structured, not ad-hoc
Support enablement- Coordinate partner enablement sessions (technical and sales-oriented) - logistics, scheduling, content alignment with the Scality SE and AE teams
- Track which partner reps and SEs have been enabled on which Scality products (RING, ARTESCA) and surface gaps to the AE and SE teams
- Maintain ready-to-share partner collateral packs so partners always know where to find the latest decks, datasheets, and demos
Keep things tidy- Track partner contacts, activity, and engagement in Salesforce or other relevant tool
- Route deal-registration requests to the right Scality AE and follow them through
- Capture partner feedback - product, competitive, enablement - and route it to Sales, Marketing, and Product
What we're looking for- 4+ years in a customer- or partner-facing role at a B2B tech vendor (like Scality) or a distributor - channel coordination, partner programs, sales ops, BDR/SDR with channel exposure, partner marketing, or similar
- Genuine enjoyment of relationship-building - comfortable picking up the phone, hosting visitors, being the friendly Scality face that partner reps actually want to call
- Strong organizational instincts - you can sustain a recurring cadence with 8+ partners without dropping the thread
- Curiosity about technology - you don't need to be a Sales Engineer, but you'll work shoulder-to-shoulder with them and should pick up enough Scality to hold a conversation about object storage, S3, and data protection
- Clear, friendly written and verbal communication - partners and internal teams alike should find you easy to work with
- Self-starter, comfortable working across functional teams (Sales, SE, Marketing, Channel)
- Ability to make an immediate impact
- Willingness to travel approximately 30-40%
- Salesforce or similar CRM experience is a plus
- US East Coast based; proximity to a major partner hub (DC metro, NYC, Boston or similar)
This is a great role for someone earlier in their career who wants to build deep relationships across the channel ecosystem and grow into a broader channel or sales career.
