Scality · 6 days ago
Channel Sales Manager US WEST
San Francisco, CA
Full-time
Hybrid
Mid, Senior Level
5+ years expScality is a company that addresses significant data storage challenges with innovative solutions. The Channel Sales Manager will develop and execute the company's indirect sales strategy through channel partners and resellers, focusing on driving revenue growth and market expansion.
Cloud Data ServicesData StorageEnterprise SoftwareSoftware
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
Qualification
Required
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%
Benefits
Sports and wellness programs
Social responsibility programs
Generous benefits packages
Company
Scality
Scality is a venture-backed software company that solves problems associated with large-scale storage management and infrastructure.
201-500 employees
Funding
Current Stage
Late StageTotal Funding
$172MKey Investors
Menlo VenturesIdinvest PartnersGalileo Partners
2021-01-13Series E· $20M
2018-04-17Series E· $60M
2015-08-25Series D· $57M
Leadership Team
Jerome Lecat
CEO
Giorgio Regni
CTO
Recent News
solutionsreview.com
2026-01-17
Company data provided by crunchbase