Inside Channel Manager – DACH

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.

Responsibilities

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; 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; 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; 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; 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; 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; 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)

Requirements

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

Benefits

Opportunity to bridge international borders, working alongside a highly skilled and international team across Europe and Asia; Hybrid work model; Access to training and professional certification programs to support your career growth; Sports and wellness programs, social responsibility initiatives, and generous benefits packages