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Objective:
We 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.
The 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.
The 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.
This role will be crucial to:
- drive partner-led pipeline generation and sales for ARTESCA (and complementary solutions) — the core mission of the role,
- support co-selling / channel-driven motions — especially among Veeam-aligned Systemhäuser, VARs and MSPs,
- broaden and accelerate our partner base across Germany, Austria and Switzerland,
- foster partner engagement, enablement and readiness — with the technical depth DACH partners expect.
This 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.
Key Responsibilities
Partner-Led Pipeline Generation & Opportunity Acceleration (core mission)
Own a partner-sourced pipeline generation target for ARTESCA in DACH — the role's ultimate goal and primary KPI.
Drive 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.
Collaborate with partners to source, register, and accelerate deal pipelines through co-selling or partner-led motions.
Pre-qualify partner-led leads, support quoting/negotiation, facilitate hand-offs to the ARTESCA Territory Manager DACH when needed.
Keep partner-sourced opportunities moving — chase deal registrations, unblock stalled deals, and enforce next steps with partners.
Monitor, forecast, and report on partner-driven pipeline and conversions on a weekly cadence.
Partner Portfolio Management & Growth (the engine behind the pipeline)
Own 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.
Maintain strong, ongoing partner relationships — regular check-ins, enablement follow-ups, joint-business planning with clear pipeline commitments.
Track partner maturity, pipeline contribution, and performance metrics (registrations, conversions, pipeline health) — and rebalance time toward the partners who produce.
Partner Recruitment & Onboarding
Identify promising partners aligned with our storage, backup, and Veeam-focused ecosystem — including regional Systemhäuser and MSPs building backup-as-a-service offerings.
Drive recruitment motions (outreach, qualification, onboarding, initial enablement) in coordination with the Channel Sales Manager DACH and Veeam DACH channel teams.
Ensure new partners receive appropriate training, enablement, and operational setup — with time-to-first-registered-opportunity as the measure of successful onboarding.
Alignment with Veeam Ecosystem
Identify best-fit Veeam partners in DACH for ARTESCA recruitment and co-selling.
Collaborate with Veeam Inside Channel Managers and ISRs to expand the shared partner base.
Maintain visibility on Veeam partner activity relevant to ARTESCA positioning.
Partner Enablement & Readiness
Deliver or coordinate enablement: product training, commercial positioning, marketplace messaging, value articulation — in German where required.
Ensure 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).
Leverage local proof points and reference customers to build partner confidence.
Provide ongoing support: licensing/contract queries, technical questions, quoting processes.
Collaboration & Alignment
Act as the operational arm supporting the Channel Sales Manager DACH's strategic account/channel motions.
Interface with the ARTESCA Territory Manager DACH, Field Sales, Marketing, Sales Engineering — to ensure cohesive GTM execution.
Liaise with alliances (e.g., Veeam) to maximize co-sell and partner synergy potential.
Administration, CRM & Reporting Discipline
Maintain accurate partner and opportunity data in CRM (registrations, pipeline, partner status, communications).
Produce regular reports on partner activity, pipeline health, forecasts, enablement status, and performance.
Ensure compliance and renewals/contract hygiene for recruited partners (where applicable).
Key Metrics / KPIs
Primary KPI
Partner-sourced pipeline creation and coverage for ARTESCA in DACH — the number-one measure of success for this role
Deal registration volume and conversion to qualified opportunities
Supporting KPIs (leading indicators of pipeline)
Partner contribution to ARTESCA bookings in DACH
Number of new partners recruited and onboarded — and time-to-first-registered-opportunity per partner
Partner activity levels (QBRs, enablement sessions, program participation, joint pipeline-generation actions)
Enablement completion rates (ARTESCA + Veeam)
CRM discipline and reporting accuracy
Skills & Attributes
3–7 years of channel/partner-facing sales or inside channel management (or equivalent VAR/MSP/Systemhaus experience), preferably in software, storage, backup or IT infrastructure.
Strong understanding of the DACH channel ecosystem and indirect GTM motions (Systemhäuser, resellers, MSPs, VARs, distributors).
Proven ability to recruit, enable and manage partners — from onboarding to revenue generation.
Pipeline-generation ('hunter') mindset: energised by outbound motions, joint call-out days and campaign follow-up with partners — not a purely relationship-management profile.
Commercial mindset: able to support licensing/contracting, price positioning, deal registration, partner negotiations.
Excellent relationship-building, communication (German + English), and stakeholder management skills; comfortable with the technically precise, detail-oriented style DACH partners expect.
Working knowledge of — or willingness to learn — the compliance drivers shaping DACH storage decisions (GDPR, BSI IT-Grundschutz, NIS2, data sovereignty).
Self-starter, organised, structured, with ability to manage multiple partners concurrently, track pipeline, and enforce discipline.
Ability to collaborate across teams (sales, marketing, engineering, alliances) with strong internal coordination.
Familiarity — or willingness to learn — with ARTESCA (object storage), Veeam-style backup/integration, or related storage/cloud infrastructure solutions.
CRM, pipeline forecasting and reporting discipline.
Dependencies & Stakeholder Alignment
Success depends on strong coordination with:
Channel Sales Manager DACH: Strategic direction, escalations, distribution and tier-1 partner alignment
ARTESCA Territory Manager DACH: Coordination on partner-led opportunities and customer engagements
Veeam DACH: Shared partners, joint identification of new potential partners
Marketing: Campaigns, messaging, partner events and enablement (German-language where needed)
Sales Ops: Deal registration accuracy, dashboards, and reporting
Sales Engineering: Support for partner demos, training, and technical enablement
First 3 Months Focus & Implementation Priorities
Build initial partner-sourced pipeline — first registered opportunities from the existing partner base within the first 90 days
Map the existing emerging partner ecosystem across Germany, Austria and Switzerland, prioritised by pipeline potential
Launch the first joint pipeline-generation actions (call-out days, campaign follow-up, Veeam co-sell plays) with the most engaged partners
Identify and recruit top new partners aligned with ARTESCA + Veeam positioning
Conduct introductory calls, enablement planning, and first QBRs — each closing with concrete pipeline commitments
Establish regular cadence with the Channel Sales Manager DACH and the Veeam DACH ecosystem
Implement CRM structure for partner tracking, deal registration and weekly pipeline reporting
