Alliance Manager

Starburst•Boston, MA

3d•$190,000 - $220,000•Onsite

About The Position

Starburst delivers enterprise intelligence at scale by giving organizations secure, governed access to all their data, wherever it lives. Built for distributed data environments, Starburst helps enterprises power AI and analytics without the cost and complexity of traditional data consolidation. With open standards including Trino and Apache Iceberg, Starburst enables trusted access to complete enterprise context while helping organizations avoid vendor lock-in. Leading global enterprises trust Starburst to fuel AI, analytics, and enterprise intelligence. 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), identifying, enabling, aligning, and co-selling with strategic partners. This is an iterative process with all partners as the partnership expands and engagement is driven. You will deliver partner-sourced opportunities and partner-sourced closed won ARR, focusing on data-driven results and following the defined engagement model. The strategy is set, and the role requires individuals to help execute on that strategy. You will track pipeline stages, flag at-risk deals, and work with internal account executives to advance opportunities through the funnel, and provide regular pipeline updates and forecasting summaries to leadership and key stakeholders.

Requirements

A background in infrastructure and Data/AI would be expected to have an immediate impact at Starburst.
Experience in our 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 organizational skills with an 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.

Responsibilities

Focus on driving engagement and pipeline generation from our strategic GTM partners (Nvidia, Dell, NetApp, Pure, HPE and their resellers)
Identify, Enable, Align and CoSell with all of our Strategic Partners.
Deliver partner sourced opportunities and partner sourced closed won ARR.
Focus on data driven results and follow our defined engagement model.
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.