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 Twitter and LinkedIn. Visit www.scality.com and our blog.
Overview
The Director, Strategic Alliances will manage activities that drive collaboration between Scality’s US sales organizations and the sales teams of strategic hardware and application partners such as Supermicro, HPE, WEKA, Commvault and Veeam. This role is measured by joint go-to-market success and partner-driven revenue opportunities. The ideal candidate will bring proven strategic alliance expertise, demonstrated partner management skills, and field sales alignment experience in the data infrastructure ecosystem.
Responsibilities
- Alliance Management: Cultivate and maintain high-impact relationships with alliance sales leaders and regional teams, developing trust and ensuring strategic alignment for field initiatives.
- Go-to-Market (GTM) Strategy: Develop and execute joint business plans, GTM campaigns, and sales plays that leverage each partner’s strengths and promote combined value propositions.
- Sales Enablement: Oversee sales enablement efforts, including training, content development, and cross-company introductions to ensure field teams effectively represent joint solutions.
- Joint Field Execution: Design, drive, and execute joint field activities—including pipeline generation, account mapping, and coordinated sales motions—between Scality and alliance sales teams to accelerate pipeline and closed opportunities.
- Performance Metrics: Monitor key performance indicators and partner-driven revenue outcomes, reporting progress to executive stakeholders and adjusting strategies as needed.
- Cross-functional Collaboration: Align with Scality product management, marketing, and partner technical teams to ensure messaging, integrations, and solutions are delivered successfully to market.
Qualification
- Experience: Minimum of five years of relevant experience in strategic alliances, business development, or related field in the enterprise IT sector, preferably with direct experience working with or for HPE, Supermicro, WEKA, Commvault or Veeam.
- Industry Expertise: Understanding of storage, data management, infrastructure, or adjacent software/hardware markets.
- Relationship Building: Proven ability to build and manage field sales relationships in complex partner ecosystems.
- Execution Skills: Track record of planning and executing joint field or GTM activities that led to measurable business results (pipeline/revenue growth).
- Communication: Excellent written and verbal communication, presentation, and negotiation skills.
- Preferred: Prior employment, project leadership, or direct engagement with at least one of the key partners (HPE, Supermicro, WEKA, Veeam, Commvault).
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