Channel Manager East

Scality•Washington, DC

21h•Hybrid

About The Position

The 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.

Requirements

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%
US East Coast based; proximity to a major partner hub (DC metro, NYC, Boston or similar)

Nice To Haves

Salesforce or similar CRM experience is a plus

Responsibilities

Build 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.