Alliance Manager

Starburst•Boston, MA

2d•Remote

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. 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.

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. This is an iterative process with all of our partners as we expand the partnership and drive engagement.
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.