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Partner Sales Manager

4 months ago

Remote, Oregon, United States Starburst Full time

About Starburst

At Starburst, we are working to dismantle the status quo of data silos and vendor lock-in every single day. For decades, database companies have held their customers hostage and we believe that's just plain wrong. Starburst offers a full-featured data lake analytics platform, built on open source Trino. Our platform includes all the capabilities needed to discover, organize, and consume data without the need for time-consuming and costly migration projects. Today more than 300 leading organizations trust us to make better decisions faster.

Though Starburst has raised $414M in venture funding from top investors, we were founded in a rather unusual way as we bootstrapped the business with customers and revenue from the very beginning We are a remote-first company with employees all over the world and are proud to be named a Best Place to Work. Come join our team of All-Stars

About the Role

Our broad partner ecosystem fuels Starburst's success and growth. As part of our Partner and Alliances team, we are looking for an experienced Partner Sales Manager based anywhere in the continental US. The Partner Sales Manager function will work with a combination of GSI, RSI, ISV and Cloud partners. You will be nurturing key partner relationships, developing joint solutions that align to the partner's existing GTM and our GTM focus, and building a joint and incremental pipeline to land and expand with the partner, i.e., driving engagement on opportunities in the field with the partner-friendly Starburst sales teams. This function will be part of a team of like-minded peers - a great opportunity to grow and learn. The core requirement to be considered a candidate for this role is the exposure to having worked with both GSI/RSI and Cloud Service Providers (AWS, Azure, and GCP) as part of partnering and selling motion.This role will start as an Individual Contributor (IC) and is flexible on location in the US.

As a Partner Sales Manager you will:

  • Partner recruitment where needed and getting a partner to revenue productivity by leveraging the programs and resources from contracting to enablement to business planning and driving execution and measurement.
  • Solution development and building a joint pipeline around the offering to then co-sell in conjunction with the Starburst sales teams
  • Build a joint business with the partner based on business goals, support execution, and provide measurement and feedback to support the partner health
  • Be comfortable engaging the Sales teams on opportunities, doing joint account planning, and guiding the Sales teams on the best way to work with the partner on the options to drive revenue
  • Infuse the partner's Customer Success and Professional Services capabilities where needed to get customers to value for a predictable expansion and or support the scaling of Starburst's Services team

Some of the things we look for:

  • 3-5 years of partner sales manager experience with GSI/RSIs and CSPs
  • Motivated and flexible to be available to the business when needed
  • Have a strong customer experience mindset, i.e., is meticulous about how presentations look like; responding to email and slack in a timely fashion; professional treatment of people and colleagues, etc.

Why build your career at Starburst?

We live by our three core company values: Character, Competence, and Ownership and are a team of top performers. We are each in the driver's seat, shaping our organization and working together towards our common mission. We are solving exceptionally complex and meaningful challenges here and as we innovate, we each have the opportunity to build our careers alongside Starbursts's growth.

We take care of our global workforce by making sure employees enjoy competitive salaries and attractive stock grants, remote-friendly work options, flexible paid time off, and more

Starburst Data is a diverse, equitable, and inclusive place to work. Everyone is welcome at the Starburst table and we have several employee resource groups such as Womxn At Starburst, Starburst Military, and Starburst Pride. We know that the more diverse perspectives we have at the table will only serve us to make a better team and company.

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.

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