Channel Enablement Manager (Technical)

Starfish Storage Corporation • Waltham, MA

174d • $140,000 - $170,000

About The Position

Starfish Storage is seeking a Channel Enablement Manager (Technical) who possesses a blend of hands-on IT experience and presales solution architecture expertise in the enterprise data center and/or research computing space. The company builds software that empowers large enterprises, universities, and governments to manage their extensive, fragmented file and object storage. The role involves joining a growing team to drive new and expansion business through reseller channel partners, focusing on cultivating strategic relationships and building mindshare with key stakeholders across these partners.

Requirements

• 5+ years closing $50k–$500k+ enterprise transactions to tech, scientific, or IT buyers.
• Experience building relationships, growing accounts, writing technical proposals, and presenting to executive and technical audiences.
• A track record of hitting (and exceeding) sales quotas.
• Exceptional communication skills, both written and spoken.
• Strong critical thinking, strategic hustle, and project management skills.
• Ability to bridge the gap between technical details and business value.

Nice To Haves

• Mastery of data protection/migration/archive solutions.
• Skills with major analytics or reporting platforms.

Responsibilities

• Cultivate strategic relationships and build mindshare with key stakeholders across our channel partners, including sales leaders and technical architects.
• Understand the storage lifecycle and match our solutions to client challenges.
• Create brand awareness and educate channel partners’ teams about Starfish software and the solutions it enables.
• Develop and deliver technical training programs, workshops, and enablement materials for channel partners.
• Lead hands-on evaluations with reseller partners.
• Develop expertise with Starfish software in your home lab.
• Own a revenue number for Starfish sales through channel partners in the USA and abroad.
• Serve as a technical subject matter expert (SME) for channel partners, assisting with complex solution design and technical objection handling.
• Establish and deepen relationships with direct clients, channel partners, and alliance partners.
• Maintain CRM diligence to keep colleagues informed.

Benefits

• Competitive compensation (salary and commissions) and benefits
• Multiple health insurance options
• Dental insurance
• Vision insurance
• 401(k) savings plan with employer matching
• Long-term disability insurance
• Paid holidays and PTO that increase with longevity at the company
• Professional development and opportunities for growth!

What This Job Offers

• Job Type: Full-time
• Career Level: Mid Level
• Education Level: Bachelor's degree
• Number of Employees: 1-10 employees