Channel Enablement Manager (Technical)

How to Apply Please only apply to one open position. If you aren't a fit for it, we'll consider you for other positions automatically. To be considered, submit your resume along with a cover letter that answers these questions: - What drew you to Starfish Storage, and what about our mission resonates with you? - Why are you attracted to indirect sales enablement vs direct sales enablement? - Describe a complex enterprise technology sale (in the $50k–$500k+ range) where you played a crucial role, detailing the technical challenges and how your expertise helped drive the solution to a successful close. - In what enterprise technologies is your deepest hands-on technical expertise? Please give an example of the depth of your technical expertise in this area. Product names are also helpful. We appreciate genuine, thoughtful cover letters. We are humans who read your resume and cover letter. (Hint: we automatically reject applicants who only submit resumes or canned cover letters so put your best foot forward.) Channel Enablement Manager (Technical) at Starfish Storage 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. What You’ll Do - 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). What You Bring - 5+ years closing $70k–$500k+ enterprise technology product transactions to CXO, technical, 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. Bonus points for - Mastery of d