Channel Enablement Manager – Technical

This is a fully remote position, open to applicants in Massachusetts.

📋 Description

• Foster strategic relationships and enhance mindshare with channel-partner stakeholders, such as sales leaders, technical architects, and engineers.

• Promote the adoption and advocacy of Starfish Storage solutions within the client bases of channel partners across research, media, biotech, academia, and federal sectors.

• Comprehend the storage lifecycle, which includes acquisition, computation, migration, and archiving, and align solutions with client challenges.

• Generate brand awareness and educate channel-partner teams about Starfish software and its enabled solutions.

• Design and deliver technical training programs, workshops, and enablement materials focused on products, integrations, and best practices.

• Lead hands-on evaluations with reseller partners.

• Develop a deep understanding of Starfish software.

• Take ownership of a revenue target for Starfish sales through channel partners both in the USA and internationally.

• Act as a technical subject matter expert for intricate solution design, competitive positioning, technical objection handling, and client-specific value propositions.

• Build and strengthen relationships with direct clients, channel partners, and alliance partners.

• Maintain CRM accuracy and keep colleagues updated.

⛳️ Requirements

• 5+ years of experience closing enterprise technology product transactions ranging from $70k to $500k+ with CXO, technical, scientific, or IT buyers.

• Proven experience in relationship building, account growth, writing technical proposals, and presenting to both executive and technical audiences.

• A successful track record of meeting (and surpassing) sales quotas.

• Outstanding written, verbal, and video-call communication skills.

• Strong critical thinking, strategic initiative, and project management abilities.

• Capability to connect technical details with business value, effectively communicating complex technical concepts to both technical and executive audiences.

• University degree required.

• Authorization to work in the U.S.

• Background check necessary.

• Proficiency in data protection/migration/archive solutions is advantageous.

• Familiarity with major analytics or reporting platforms is a plus.

🏝️ Benefits

• Competitive compensation package, including salary and commissions, along with benefits.

• Multiple health insurance plans available.

• Dental insurance coverage.

• Vision insurance options.

• 401(k) savings plan with employer matching contributions.

• Long-term disability insurance provided.

• Paid holidays and PTO that increase with tenure at the company.

• Opportunities for professional development and career advancement.

• Potential options for future growth.