CDI

10 Esplanade Andry-Farcy, 38000 Grenoble

Vates is a French software company specializing in virtualization, offering a credible alternative to proprietary solutions on the market. Our Vates VMS solution enables companies to manage their IT infrastructures in a simple, efficient, and controlled way.

Vates is looking for a Channel Account Manager - France to develop, structure, and grow our French partner ecosystem.
This is a senior commercial channel role focused on indirect revenue growth, partner activation, ecosystem management, and long-term partner satisfaction. You will be responsible for developing and managing a high-quality network of partners in France, including distributors, resellers, MSPs, CSPs, Integrators, and other relevant channel players.

Your Responsibilities :
-Develop and manage a partner network to build a high-performing indirect ecosystem, engaging with all types of partners (Alliances, GSIs, MSPs/CSPs/SPs, ISVs, etc.)
-Clean up the partner portfolio by identifying and offboarding inactive or underperforming partners
-Work closely with internal Vates teams to ensure alignment and smooth execution of partner-related activities
-Build and maintain strong commercial relationships with partners (regular check-ins, business reviews, operational follow-up)
-Drive revenue through partners by setting commercial objectives and managing the indirect pipeline
-Co-develop joint business plans with partners and define actionable go-to-market strategies aligned with the sales teams
-Provide commercial and technical support to partners (sales messaging, demos, enablement tools)
-Establish a clear escalation and support process to ensure efficient resolution of partner issues
-Execute joint marketing initiatives (co-marketing campaigns, webinars, events, roadshows)
-Deliver sales enablement materials (sales kits, presentations, product documentation)
-Monitor and analyze partner performance (revenue, pipeline, activation rate, conversion rate)
-Identify top-performing partners as well as those requiring additional support
-Implement continuous improvement plans to optimize channel performance
-Contribute to the indirect go-to-market strategy (partner segmentation, market prioritization, direct vs. indirect mix optimization)
-Identify new market opportunities through the partner ecosystem
-Act as the key interface between internal teams (sales, marketing, product) and external partners
-Coordinate pre-sales activities for channel partners by involving the right commercial and technical stakeholders internally.
-Support commercial discussions with partners, including pricing, positioning, opportunity

Why join us ?
At VATES, you will find a flexible work environment, a supportive and approachable team, and a role that makes a real impact on a daily basis.

Location :
Our offices are based in Grenoble or Paris, but we operate on a fully remote model to provide greater flexibility and daily work comfort.
You are free to work 100% remotely or come on-site occasionally, depending on your preferences.

Benefits :
-Meal vouchers
-Health insurance coverage funded at 50% by the company
-Benefits provided by the Works Council (employee discounts, cinema tickets, etc.)
-Employee savings plan (PEE)
-Profit-sharing scheme
-Annual bonus
-100% remote work

As part of our diversity and inclusion policy, this position is open to all candidates, regardless of gender.

We are looking for someone who is passionate about building lasting relationships, takes ownership of partner success, and is eager to contribute to the growth of a fast-moving Open Source company.
-Bachelor’s or Master’s degree in Business, Marketing, Business Development, Sales, or a related field is preferred; equivalent professional experience in IT channel sales will also be considered.
-Proven experience (3-7 years) in IT channel sales, partner management, partnerships, or indirect B2B sales is mandatory.
-An established professional network within the French IT channel ecosystem is strongly expected, including existing relationships with relevant local actors.
-Strong understanding of multi-level IT sales models involving vendors, distributors, partners, resellers, integrators, and end customers.
-Business proficiency in French and English, spoken and written, is mandatory.

Vates est une entreprise française de logiciels spécialisée dans l'Open Source et la virtualisation, profondément engagée dans un développement ouvert et collaboratif. Nos principaux projets, Xen Orchestra et XCP-ng, couvrent l'ensemble de la pile de virtualisation : de l'hyperviseur (Xen) et de la plateforme de virtualisation (XCP-ng) à la gestion et aux sauvegardes de machines virtuelles (Xen Orchestra). Notre équipe est présente dans plusieurs pays et adopte pleinement le télétravail grâce à des workflows transparents et des canaux de communication accessibles. Chez Vates, nous sommes animés par une culture forte, axée sur l'humain, qui valorise la bienveillance, l'inclusion et une structure horizontale. Chaque membre est encouragé à apporter ses idées, à prendre des décisions et à évoluer avec l'entreprise. Notre modèle open source est au cœur de toutes nos activités, non seulement dans notre code, disponible sur GitHub et GitLab, mais aussi dans notre approche collaborative avec la communauté. Nous croyons au principe de « l'amont d'abord », en consacrant notre expertise et nos ressources au soutien et à l'avancement de projets fondamentaux comme Xen, et en encourageant les contributeurs de tous niveaux à nous rejoindre dans cette aventure.