Channel Enablement Manager – Technical

Job not on LinkedIn

🕒 October 30

🍂 Massachusetts – Remote

🍂 Massachusetts – Remote

💵 $140k - $170k / year

⏰ Full Time

🟡 Mid-level

🟠 Senior

📚 Learning and Development

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Starfish Storage

WebsiteLinkedInAll Job Openings

51 - 200 employees

Founded 2013

☁️ SaaS

🏢 Enterprise

🔬 Science

SaaS • Enterprise • Science

Starfish Storage is a software company that provides an unstructured data management platform and global file catalog for files and objects at any scale. Its product suite includes an Unstructured Data Catalog, the Starfish Automation Engine, Starfish Storage Zones, metadata classification, reporting & analytics, an integrated scale-out data mover, and capabilities for tiered storage, archive and recovery, data migration, data protection, workflow automation, and data governance. The platform supports enterprise NAS, HPC file systems and S3-compatible object stores and is built to handle billions of files and hundreds of petabytes. Typical use cases include storage management, archiving & tiering, chargeback/cost accounting, ROT cleanup, discovery/analytics, AI/ML training and inference data management, and scientific instrument workflows. The company has been recognized in life sciences (Bio-IT World award for work with Arizona State University) and targets large enterprises, research institutions, and high-performance computing environments.

📋 Description

• Cultivate strategic relationships and build mindshare with channel-partner stakeholders, including sales leaders, technical architects, and engineers • Drive adoption and advocacy of Starfish Storage solutions within channel partners’ client bases in research, media, biotech, academia, and federal markets • Understand the storage lifecycle, including acquisition, computation, migration, and archiving, and match solutions to client challenges • Create brand awareness and educate channel-partner teams about Starfish software and enabled solutions • Develop and deliver technical training programs, workshops, and enablement materials on products, integrations, and best practices • Lead hands-on evaluations with reseller partners • Develop 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 for complex solution design, competitive positioning, technical objection handling, and client-specific value propositions • Establish and deepen relationships with direct clients, channel partners, and alliance partners • Maintain CRM diligence and keep colleagues informed

🎯 Requirements

• 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 • Exceptional written, spoken, and video-call communication skills • Critical thinking, strategic hustle, and project management skills • Ability to bridge technical details and business value, communicating complex technical concepts to technical and executive audiences • University degree • U.S. work authorization • Background check required • Mastery of data protection/migration/archive solutions is a bonus • Skills with major analytics or reporting platforms are a bonus

🏖️ 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 • Options (future potential)

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