CDI

17 Rue Aimé Berey, 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.

• 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 è un'azienda di software francese specializzata in Open Source e virtualizzazione, con un profondo impegno per uno sviluppo aperto e collaborativo. I nostri progetti principali, Xen Orchestra e XCP-ng, coprono l'intero stack di virtualizzazione: dall'hypervisor (Xen) e dalla piattaforma di virtualizzazione (XCP-ng) alla gestione e ai backup delle VM (Xen Orchestra). Il nostro team opera in diversi paesi, adottando pienamente il lavoro da remoto con flussi di lavoro trasparenti e canali di comunicazione accessibili. In Vates, siamo guidati da una solida cultura aziendale che mette le persone al primo posto, valorizzando la benevolenza, l'inclusività e una struttura orizzontale. Ogni membro ha la possibilità di contribuire con idee, prendere decisioni e crescere insieme all'azienda. Il nostro modello open source è fondamentale per tutto ciò che facciamo, non solo per il nostro codice, disponibile su GitHub e GitLab, ma anche per il nostro approccio collaborativo con la community. Crediamo nel principio "upstream first", dedicando le nostre competenze e risorse al supporto e allo sviluppo di progetti fondamentali come Xen e aiutando i collaboratori di tutti i livelli a unirsi a noi in questo percorso.