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Starburst is a data and AI infrastructure company that delivers enterprise intelligence at scale by providing secure, governed access to distributed data environments. The company powers AI and analytics for leading global enterprises using open standards like Trino and Apache Iceberg, avoiding vendor lock-in while enabling trusted data access.
As an Alliance Manager, you will drive engagement and pipeline generation across Starburst's strategic partner ecosystem, including Nvidia, Dell, NetApp, Pure, HPE, and their reseller networks. Starburst sits at the center of significant go-to-market motions—serving as the Analytics Engine for Nvidia's AI Data Platform and as a core component of Dell's DataLake offering.
Key responsibilities include:
- Identifying, enabling, aligning, and co-selling with strategic partners to expand partnerships and drive engagement
- Delivering partner-sourced opportunities and closed-won ARR
- Tracking pipeline stages, flagging at-risk deals, and working with internal account executives to advance opportunities
- Providing regular pipeline updates and forecasting summaries to leadership
- Executing on a defined engagement model with a focus on data-driven results
Ideal candidates bring a background in infrastructure and data/AI, with prior experience in the partner ecosystem (Snowflake, Databricks, Cloudera, Nvidia, Dell, NetApp, Pure, etc.). You should be intellectually curious about the rapidly evolving data and AI space, possess strong organizational skills with meticulous attention to detail, and demonstrate excellent written and verbal communication abilities. Experience with channel, alliances, or indirect sales motions in SaaS environments is expected. Proficiency with Salesforce CRM and pipeline/reporting dashboards (Tableau, Looker) is highly valued. A self-starter mentality with bias for action is essential.
