Alliance Manager

Starburst; Boston (MA); On-site; USD 190,000 - 220,000; Full time

Benefits offered by this job

Equity (ISOs)

Comprehensive benefits

Stock grants

Job summary

Starburst is seeking an Alliances Manager to drive engagement with Nvidia, Dell, NetApp, Pure, HPE and resellers, expanding partnerships and pipeline. You will enable and align partners, deliver opportunities that close as ARR, and track progress with leadership.

A data/AI infrastructure background plus CRM/dashboards experience are essential for success. In this role you will follow a defined engagement model, report on pipeline health, and collaborate with internal account executives to

Qualifications

• A background in infrastructure and Data/AI would be expected to have an immediate impact.
• Experience in our defined partner ecosystem such as Snowflake, Databricks, Cloudera, Nvidia, Dell, NetApp, Pure, etc.
• Intellectually curious in a rapidly evolving Data & AI space.
• Strong organizational skills with exceptional attention to detail.
• Excellent written and verbal communication; confident presenting to stakeholders.
• Proficiency with CRM tools (Salesforce preferred) and productivity software (Google Workspace, Slack, Excel/Sheets).
• Self-starter mentality with bias for action and issue flagging.
• Exposure to channel/allies or indirect sales motions in SaaS/software.
• Experience building or maintaining pipeline/reporting dashboards in Salesforce/Tableau/Looker.

Responsibilities

• Focus on driving engagement and pipeline generation from strategic GTM partners (Nvidia, Dell, NetApp, Pure, HPE and resellers).
• Identify, enable, align and co-sell with strategic partners; expand partnerships and drive engagement.
• Deliver partner-sourced opportunities and partner-sourced ARR closures.
• Follow the defined engagement model and execute the strategy.
• Track pipeline stages, flag at-risk deals, move opportunities with internal teams.
• Provide regular pipeline updates and forecasting summaries to leadership.

Skills

Partner ecosystem experience

CRM tools (Salesforce)

Data/AI infrastructure experience

Dashboard tooling familiarity (Tableau

Tools

Salesforce

Tableau

Looker

Job description

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. Learn more at starburst.ai .

About the role

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 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. The strategy is set and we are looking for people to help execute on that strategy.
• 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 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.

Where could this role be based?

Starburst is dedicated to maintaining fair and equitable compensation practices. 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. Actual compensation packages are determined based on relevant skills, experience, education and training, and specific work location. For more information, connect with the recruiting team or Hiring Manager during the process as they can provide more detailed information about the salary range.

Pay Range

$190,000 - $220,000 USD

Build your career at Starburst

All-Stars have the opportunity and freedom to realize their true potential. By building alongside top talent, we’re empowered to take ownership of our careers and drive meaningful change. Anchored in industry-proven technology and unprecedented success, All-Stars are taking on the challenge everyday to disrupt our industry – and the future.

Our global workforce is supported by a competitive Total Rewards program that reflects our commitment to a rewarding and supportive work environment. This includes a variety of benefits like competitive pay, attractive stock grants, flexible paid time off, and more.

We are committed to fostering an intentional, inclusive, and diverse culture that drives deep engagement, authentic belonging, and an exceptional All-Star experience. We believe that diversity of thought, perspective, background and experience will enable us to own what we do, drive our success and empower our All-Stars to show up authentically.

Starburst provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state
or local laws.

Starburst provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state
or local laws.