Description
Starburst has built a powerful ecosystem of strategic partnerships with some of the most influential names in enterprise infrastructure. As the Analytics Engine for the Nvidia AI Data Platform (AIDP), Starburst sits at the center of one of the most exciting GTM motions in the data and AI space today. Dell OEMs Starburst as a core component of their DataLake offering, while NetApp, Pure, and HPE are certified on Starburst with active CoSell GTM motions- alongside their global and national reseller networks.
The Alliance team is at the forefront of activating and expanding these partnerships, driving engagement and pipeline generation across the full partner ecosystem. It's a high-visibility, high-impact function with strong executive backing and a clear strategy in place.
As an Alliances Manager at Starburst you will:
- Focus on driving engagement and pipeline generation from strategic GTM partners (Nvidia, Dell, NetApp, Pure, HPE and their resellers)
- Identify, Enable, Align and CoSell with all strategic partners. This is an iterative process with all partners as you expand the partnership and drive engagement.
- Deliver partner-sourced opportunities and partner-sourced closed-won ARR.
- Focus on data-driven results and follow a defined engagement model. The strategy is set, and you will help execute it.
- Track pipeline stages, flag at-risk deals, and work with internal account executives to advance opportunities through the funnel.
- Provide regular pipeline updates and forecasting summaries to leadership and key stakeholders.
Some of the things we look for:
- A background in infrastructure and Data/AI would be expected to have an immediate impact at Starburst.
- Experience in a defined partner ecosystem such as Snowflake, Databricks, Cloudera, Nvidia, Dell, NetApp, Pure, etc.
- Intellectually curious individuals: The Data & AI space is rapidly evolving, and to be successful, you need to be committed to understanding the space, the growth, and the players.
- Strong organisational skills with exceptional attention to detail - you can juggle multiple opportunities without dropping the ball.
- Excellent written and verbal communication skills; confident presenting to internal and external stakeholders.
- Proficiency with CRM tools (Salesforce preferred) and standard productivity software (Google Workspace, Slack, Excel/Sheets).
- Self-starter mentality with a bias for action - you proactively follow up, flag issues, and move things forward.
- Exposure to channel, alliances, or indirect sales motions in a SaaS or software environment.
- Experience building or maintaining pipeline/reporting dashboards in tools like Salesforce, Tableau, or Looker.
The salary range provided for this role reflects the minimum and maximum targets for candidates across all U.S. locations and could be inclusive of variable compensation, such as commission or bonus. All employees receive equity packages (ISOs) and have access to a comprehensive benefits offering.