Illumination Systems Arizona

• Develop and deliver sales training covering product knowledge, competitive positioning, objection handling, and technical demos for AIStor • Record training for on-demand access by the global sales team and partners • Partner with Sales, Marketing, Product, and RevOps to deliver the right resources at the right time across the sales lifecycle • Coordinate the annual sales kickoff — agenda, speakers, content • Review recorded sales calls to identify best practices and improvement areas • Drive adoption of sales tools, CRM processes, and best practices • Review, optimize, and provide feedback on playbooks, battlecards, and pitch decks maintained by Marketing/Product • Develop sales-motion-specific content that Marketing wouldn't naturally produce: discovery-question frameworks, objection-handling scripts, deal/role-play scenarios, and demo scripts tied to real sales situations • Conduct skills-gap analyses with sales leadership; propose improvement strategies • Establish success metrics and track rep effectiveness to inform coaching and priorities

• Drive New Business Acquisition: Actively prospect and identify enterprise opportunities, leveraging your network and creative outreach to generate pipeline and close high-value deals • Technical & Vision Selling: Confidently articulate how MinIO delivers transformational outcomes for data infrastructure, AI/ML, and HPC not just incremental improvements. Translate technical capabilities into compelling business value. • Close Complex Deals: Own the full sales cycle from lead to close, with Large & Enterprise software deals • Compete & Win Against Legacy Software: Position MinIO against traditional storage vendors by demonstrating the advantages of cloud-native, S3-compatible object storage for modern workloads. • Educate & Influence: Teach prospects about AI infrastructure optimization and data architecture modernization, leading them beyond product comparisons to strategic transformation. • Quantify Value: Build business cases and ROI models that include quantified benefits, risk mitigation, and financial justification. • Partner-First Territory Strategy: Build and execute partner-led co-selling strategies, working with channel and alliance partners to expand territory coverage and accelerate deals. • Cross-Functional Collaboration: Partner with Solutions Engineering, Product, and Marketing to deliver tailored solutions, ensure successful POCs, and create a seamless customer experience. • Forecasting & Planning: Maintain disciplined pipeline management, accurate forecasting, and clear account strategies that support predictable and scalable revenue growth.

• Reference Architectures: Design, build, and validate reference architectures that show how MinIO deploys in real AI and analytics environments, including configurations aligned to enterprise and partner architecture standards. Document them so a customer can reproduce the result. • Benchmarking and Performance Validation: Plan, run, and document benchmarks across AIStor and MemKV. Report results with full configuration and workload context, for example aggregate throughput in a stated cluster configuration or microsecond retrieval of cached context, so every number is defensible and repeatable. • Demos and Proofs of Concept: Build reproducible demos and proof-of-concept environments that demonstrate MinIO across the AI pipeline, from ingest and training data lakes to large-context serving and KV cache offload. Make complex capabilities easy to see and easy to rerun. • Integration Validation: Validate and document MinIO's integrations with the modern AI infrastructure stack, including inference frameworks, GPU-accelerated platforms, networking, and partner hardware. Surface what works, what the requirements are, and what the measured impact is. • Technical Content Creation: Produce technical blogs, deployment guides, solution briefs, and hands-on labs aimed at an architect and platform-engineering audience, written in a precise, peer-to-peer register with claims qualified by configuration and workload. • Partner Co-Engineering Support: Work hands-on with partner technical teams on joint validation, lab benchmarks, and co-engineered solutions, supporting the co-engineered, not co-marketed standard with real, reproducible results. • Field and SE Enablement: Build and deliver deep technical enablement for sales engineers and account teams, including technical briefings, demo assets, and deployment guidance, and provide hands-on support in complex evaluations and proofs of concept. • Customer-Facing Technical Engagement: Present architectures, benchmarks, and demos directly to technical buyers and architects, and bring field and customer feedback back into content, demos, and product input.

• Own the messaging and positioning that defines AIStor as the data foundation for enterprise AI. • Develop clear, technically grounded messaging that separates AIStor from alternatives on performance, scale, simplicity, and standards-based, no-lock-in architecture. • Drive go to market strategy and execution for AIStor launches and major feature releases. • Build solutions content that shows how AIStor solves specific customer problems, including AI training data lakes, large-scale analytics and table workloads. • Own the competitive program for AIStor. • Build and deliver the enablement content (battlecards, talk tracks, customer presentations, technical briefs). • Produce and govern the core AIStor content library, including reference architectures, solution briefs, datasheets, and customer-facing narratives.

• Research and identify target enterprise accounts using intent data, account signals, and MinIO's intelligence systems. • Build and execute personalized outbound sequences via email, phone, and LinkedIn targeting infrastructure, data engineering, and AI/ML personas. • Develop strategies to convert MinIO's open-source user base into commercial enterprise customers. • Collaborate with Enterprise AEs and marketing to align outbound efforts with account-based plays and active campaigns. • Qualify and respond to inbound MQLs from enterprise accounts within SLA. • Evaluate leads for ICP fit, workload, storage scale, environment, and project timing. • Schedule and confirm qualified discovery meetings for Enterprise Account Executives. • Maintain clear qualification notes in CRM to ensure strong AE handoffs. • Build multi-threaded outreach into target accounts, engaging both technical and business stakeholders. • Collaborate with field marketing and PMM on industry-specific messaging and event follow-up. • Craft creative, personalized email sequences that articulate the value of AIStor for enterprise data infrastructure. • Provide ongoing feedback to sales and marketing on prospect sentiment, objections, and market trends. • Maintain Salesforce, HubSpot, and Outreach with accurate, up-to-date activity and qualification data. • Track pipeline contribution, conversion rates, and outbound activity metrics. • Continuously optimize sequencing and messaging based on performance data.

• Own the company's overarching communications agenda and translate business priorities into a clear, consistent external voice. • Develop and execute a comprehensive corporate communications strategy that supports business objectives, enhances brand reputation, and drives market visibility. • Oversee internal and external communications frameworks to ensure clarity, consistency, and alignment across all stakeholders. • Lead strategic messaging for executive communications, product milestones, corporate news, and high-stakes announcements. • Define and maintain the company's core narrative and the AI data infrastructure story. • Build the visibility of the CEO and key leaders through bylines, keynotes, speaking slots, podcasts, and social presence. • Coordinate launch moments end to end alongside product marketing. • Partner with product marketing to develop and maintain a messaging architecture that spans the full portfolio, ensuring consistency from analyst briefings to sales conversations. • Drive media relations strategy, securing high-impact coverage in top-tier outlets through proactive storytelling and reactive management. • Cultivate and manage strong relationships with industry analysts; coordinate briefings and support analyst report inclusion. • Develop and oversee executive and corporate social media strategies aligned with brand voice and communications goals. • Guide social content development to drive thought leadership, engagement, and influence across platforms. • Monitor and manage the company’s digital reputation; leverage analytics to optimize performance and audience reach. • Lead comms involvement in MinIO’s GEO/AEO and SEO efforts across owned content: blogs, the MinIO website, executive social platforms, newsletters, YouTube, and third-party channels. • Develop an integrated plan that improves MinIO's brand mentions across AI search environments and ensure prominent placement in AI-generated search responses. • Build and lead a high-performing global communications team, fostering a culture of collaboration, creativity, and accountability. • Collaborate closely with Product, Sales, People Operations, and other departments to align messaging across the business. • Serve as a trusted advisor to executive leadership on strategic communications and messaging priorities.

• Own problems end-to-end • Work on hard problems with no existing answers • Collaborate with a team of engineers that are architects or leads

• Growth strategy for AI — where we play, who we sell to, how we win, and the sequencing of bets that gets us there • The customer and buyer motion — being in front of inference platform teams, data platform leads, and the buyers who decide • Positioning and narrative — partnering with Marketing on how the AI stories land in market • Field partnership — building the assets sellers actually use • Pricing and packaging — how AIStor and MemKV are sold • Competitive intelligence — knowing the AI training inference competitive landscape • Partner GTM for AI — the AI ecosystem is partner-heavy • Influence on the product — through customer signal, pipeline data, and competitive insight

• Design and deliver field architect curriculum — equipping FAs and Customer Engineers (CEs) with the technical depth and competitive positioning fluency needed to win enterprise deals • Deliver live and recorded enablement sessions for field architects and, occasionally, non-technical sales audiences • Develop partner sales curriculum by translating sales and marketing content into structured, teachable modules for partner and reseller audiences • Build core curriculum for customer administrators and operators — covering installation, configuration, management, and troubleshooting • Create use-case "wrappers" that reframe core curriculum content for specific deployment contexts and horizontal use cases, with references to vertical specifics where relevant • Contribute to special projects requiring hands-on technical skill across a broad range of technologies including Linux, Ansible, Python, Kubernetes, and other core technologies • Build real-world, use case–driven hands-on labs that establish best practices for deploying and operating MinIO products • Apply prior experience with competitive storage platforms to inform differentiated, insight-rich training content • Package labs and content into short, outcome-oriented training modules with videos • Record engaging videos of modules for MinIO Academy, YouTube, and LinkedIn

• Respond rapidly to all inbound MQLs in your assigned territory. • Qualify inbound leads for ICP alignment, workload fit, storage scale, environment, and project timing. • Schedule and confirm qualified meetings for Account Executives. • Document all research learnings and call notes clearly in CRM. • Research and identify target accounts using intent data, account signals, and MinIO's intelligence systems. • Execute personalized outbound sequences via email, phone, and LinkedIn targeting infrastructure, data engineering, and AI/ML personas at Korean enterprises. • Develop strategies to convert MinIO's open-source user base into commercial customers within the Korean market. • Collaborate with Account Executives and marketing. • Serve as a primary responder for website live chat inquiries. • Engage prospects in real time to understand use cases and urgency. • Follow up on leads generated from paid media campaigns targeting the Korean market. • Build multi-threaded outreach into target accounts. • Provide ongoing feedback to sales and marketing on prospect sentiment, objections, and market dynamics specific to Korea.