Starlink Alliance Manager

New Era Technology•Austin, TX

3d•Remote

About The Position

The Alliance Manager, Starlink, owns and grows New Era Technology’s strategic alliance with Starlink. The role builds and executes the joint go-to-market strategy, manages the partner relationship at the executive level, and drives co-sell revenue by integrating Starlink satellite connectivity into New Era’s networking, wireless, cellular, and managed services portfolio. The Alliance Manager is the primary relationship owner with Starlink and an internal champion who aligns sales, services, marketing, and executive leadership around a shared growth plan. This is a player-coach role. The Alliance Manager builds and leads a small global Starlink-focused team of three to four resources while remaining directly responsible for individual alliance activities. Success is measured by partner-sourced and partner-influenced revenue, pipeline health, program achievement, and the strength of the Starlink relationship. The role requires residence in the United States and legal authorization to work in the U.S.; the employer states that it will not provide immigration sponsorship during employment if sponsorship needs were not disclosed during the application process. The position is primarily performed remotely or from a home office, or in a standard office setting in Austin, Texas, if applicable. It involves frequent virtual meetings and may include time at customer sites, Starlink or partner offices, and industry events. The role generally operates during normal business hours, though start and end times may vary, and occasional work outside normal business hours may be required. Moderate travel is expected, estimated at about four days per month (15–20%).

Requirements

At least five years of experience in alliances, channel/partner management, business development, or commercial sales leadership within networking, wireless, carrier, or related technology industries.
Proven success building and managing a strategic technology alliance, with measurable growth in partner-sourced or partner-influenced revenue.
Solid understanding of enterprise networking and wireless markets, including Wi-Fi, cellular (LTE/5G), private wireless, DAS, edge, and IoT, sufficient to position solutions with customers and partners.
Strong commercial acumen, including revenue ownership, forecasting, partner agreements, and negotiating commercial terms.
Experience working with executive stakeholders and influencing cross-functional teams such as sales, engineering, services, marketing, and finance without direct authority.
Experience building and leading teams, including hiring, coaching, and developing talent; ability to balance leadership responsibilities with hands-on individual-contributor work.
Strong presentation, negotiation, and relationship-building skills, with comfort operating at the executive level.
Proficiency with CRM and partner portal tools, such as Salesforce, and with forecasting and pipeline reporting.
Ability to read, understand, and interpret job-related documents, instructions, policies, and communications in English.
Ability to communicate effectively in English, verbally and in writing, with employees, customers, vendors, and other business partners, as applicable.
Bachelor’s degree in Business, Engineering, Information Technology, or a related field, or equivalent work experience.
Residence in the United States and legal authorization to work in the U.S.
Ability to use a computer, keyboard, mouse, and other office equipment; communicate and understand verbal communications in person, by telephone, and through video or other remote tools; and view and read information on screens and printed materials, including adjusting focus.
Ability to travel to client meetings and industry events.

Nice To Haves

Satellite or LEO connectivity experience.
Starlink partner program certifications.
Experience leading a small global or distributed team.

Responsibilities

Own the Starlink relationship as the primary point of contact and escalation path; establish executive sponsorship on both sides and lead regular business reviews.
Develop and execute an annual joint business plan with revenue, pipeline, certification, and enablement targets, and report progress to New Era leadership.
Drive co-sell and channel execution with Starlink sales and partner teams, including joint account planning, opportunity sourcing, deal registration, and pipeline reviews.
Achieve and maintain partner-program tier requirements, certifications, incentives, rebates, and available co-marketing funds.
Define go-to-market strategy and positioning for Starlink within New Era’s connectivity portfolio, working with practice and sales leaders to prioritize verticals and customers.
Align and enable New Era sales leadership and field teams through sales plays, training, and regular field engagement.
Negotiate and manage the partner agreement and commercial relationship with Starlink in coordination with Finance, Legal, and Operations.
Plan and execute joint marketing activities, including campaigns, events, customer briefings, and case studies.
Monitor Starlink’s product roadmap and the competitive landscape, including LEO/GEO satellite, cellular, and fixed wireless, and translate insights into strategy and offer updates.
Represent New Era Technology at Starlink partner events, customer meetings, and industry forums.
Build, lead, and develop a small global team of three to four Starlink-focused resources, including hiring, goal setting, coaching, and performance management, while remaining hands-on in alliance execution.
Travel to support Starlink meetings, customer engagements, and industry events.