Illumination Systems Arizona

Account Manager

• MinIO is the industry leader in high-performance object storage and the company behind the world’s fastest, most widely deployed object store, powering production infrastructure for more than half of the Fortune 500, including 9 of the 10 largest global automakers and all 10 of the largest U.S. banks. Our enterprise offering, AIStor, is engineered to handle the scale, speed, and pressure of modern AI and analytics, from terabytes to exabytes, all in a single namespace.
• We are seeking an experienced and technically adept Field Architect (Partnerships) to lead technical engagements with our strategic partners, including system integrators, resellers, technology alliances, and cloud service providers. This role bridges the gap between our engineering, sales, and partner organizations, ensuring seamless technical alignment, enablement, and successful go-to-market execution.
• Deliver technical onboarding and ongoing enablement to partner engineers, architects, and sales engineers.
• Create and maintain technical documentation, playbooks, and solution guides.
• Collaborate with partners during pre-sales cycles, offering technical expertise, demos, and architectural guidance.
• Assist in scoping solutions and responding to technical sections of RFPs.
• Work with partners to design, validate, and optimize joint solutions that incorporate MinIO''s data storage products.
• Serve as a subject matter expert on storage architecture, protocols (NFS, SMB, iSCSI, NVMe, Object), and data management.
• Act as the primary technical point of contact for partners.
• Collaborate cross-functionally to resolve technical issues, gather feedback, and advocate for partner needs internally.
• Support joint solution launches, marketing activities, and field enablement events.
• Represent MiniIO at partner events, conferences, and webinars.

Field Architect, Partnerships

Director

• Own and expand strategic relationships with top-tier GSIs to drive joint revenue, global pipeline, and solution integration.
• Develop and execute comprehensive joint business plans, including go-to-market initiatives, solution development, and field enablement.
• Align GSI partner strategies with global enterprise sales and marketing objectives.
• Drive partner-influenced and partner-led revenue globally across all relevant verticals and regions.
• Collaborate with regional sales teams and partners on strategic opportunities and global account planning.
• Establish quarterly business reviews and reporting on pipeline, forecast, and revenue performance.
• Work with GSIs to develop repeatable, scalable joint solutions and service offerings built on MiniIO’s technology.
• Enable GSI sales and technical teams through training, certifications, and joint marketing campaigns.
• Support co-innovation efforts that align with industry-specific needs (e.g., financial services, public sector, healthcare).
• Build executive-level relationships within GSI partner organizations, as well as within MiniIO's leadership team.
• Act as the global point of contact for GSI alliances, ensuring alignment across functions and geographies.
• Work closely with product, marketing, sales, legal, and customer success to deliver on partner goals.
• Advocate for partner needs and jointly drive competitive positioning, enablement, and strategic messaging.

Director, Global System Integrators

Sales

• Develop and execute the go-to-market strategy for Federal partners including SIs, VARs, OEMs, and cloud service providers.
• Define partner segmentation and coverage models that support revenue and market share growth.
• Build, manage, and deepen relationships with key Federal partners to expand joint pipelines and closed businesses.
• Drive enablement programs, joint marketing initiatives, and executive alignment with strategic partners.
• Own the partner-sourced and partner-influenced revenue goals.
• Collaborate with direct sales teams and partners to develop account strategies, co-sell opportunities, and close business.
• Maintain deep knowledge of Federal procurement cycles, compliance requirements (e.g., FedRAMP, FISMA, CMMC), and agency buying patterns.
• Leverage knowledge of programs, contracts, and IDIQs to expand footprint across agencies.
• Work closely with sales, marketing, legal, operations, and product teams to ensure partner success and alignment with overall business objectives.
• Provide regular feedback on market trends, partner needs, and competitive insights to internal teams.

Partner Sales Director, Federal

Implementation Specialist

• Build and own technical relationships with customers to gain trust and become a customer advocate.
• Develop strategies to improve the technical enablement and onboarding of customers.
• Strategize and work with customers on the journey to production while minimizing the time and friction.
• Develop scalable and repeatable playbooks.
• Monitor customer health and track progress against strategy and priorities.
• Work with the business team to maintain and grow customers organically.

Field Architect, Partnerships

Director, Global System Integrators

Partner Sales Director, Federal

Customer Engineer - West