Channel Enablement Manager (Technical)

Starfish Storage Corporation•Waltham, MA

52d

About The Position

This is an opportunity for someone with a combination of hands-on IT experience AND presales solution architecture experience in the enterprise data center and/or research computing space. Starfish Storage builds software that empowers the largest enterprises, universities, and governments to control their huge, fragmented file and object storage. We help digital visionaries—literal rocket scientists, researchers, tech leaders, and media creators—do what couldn’t be done before. You’ll join an elite, growing team, using proven technology and a blue-chip client base to drive new and expansion business through our reseller channel 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.
Communication skills that wow—whether written, spoken, or during video calls.
Critical thinking, strategic hustle, and project management skills.
Exceptional ability to bridge the gap between technical details and business value, effectively communicating complex technical concepts to both technical and executive audiences.
University degree (advanced degree preferred).
U.S. work authorization.
Background check required.

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, ranging from sales leaders to technical architects and engineers, to drive the adoption and advocacy of Starfish Storage solutions within their client base in research, media, biotech, academia, and the federal space.
Understand the storage lifecycle—acquisition, computation, migration, archiving, and more—and match our solutions to client challenges.
Create brand awareness and educate channel partners’ teams about Starfish software and the kinds of solutions it enables.
Develop and deliver technical training programs, workshops, and enablement materials for channel partners on Starfish Storage products, integrations, and best practices.
Lead hands-on evaluations with reseller partners.
Develop your own expertise with Starfish software.
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, competitive positioning, and technical objection handling, as well as building compelling value propositions based on client-specific data to help partners close business.
Establish and deepen relationships with direct clients, channel partners, and alliance partners.
Keep your colleagues in the loop (CRM diligence is a must).