Posted on 
May 14, 2024

Enterprise Engagement Manager

Remote
Manager
Sales/Biz Dev
Starburst
Starburst
Starburst
Series D
251-1000
Software, Security & Developer Tools

At Starburst, we are working to dismantle the status quo of data silos and vendor lock-in every single day. We offer 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.

Job Description

About the role  

Starburst Data is seeking a highly skilled and experienced Engagement Manager to join our dynamic team. As an Engagement Manager, you will be responsible for driving business outcomes across the customer journey, from initial engagement to successful adoption. The successful candidate will work closely with customers to understand their needs, scope the right set of services, and manage the successful delivery of those services. You will align with a regional sales leader to drive these behaviors against a subset of accounts within the portfolio. This role requires a combination of strong program management skills, technical acumen, adoption planning, and effective communication abilities.  

As an Enterprise Engagement Manager at Starburst you will: - Engage in strategic discussions with the executive buyer, understanding their business objectives, challenges, and desired outcomes.

  • Clearly articulate the value proposition of the services being offered and how they align with the executive buyer's goals and priorities.
  • Establish trust and credibility by demonstrating deep industry knowledge, understanding of the buyer's organization, and a track record of successful engagements.
  • Build and nurture strong relationships with the champion, who serves as the internal advocate for the engagement within the customer organization.
  • Offer support and guidance to the champion throughout the engagement process, helping them navigate internal processes and mobilize resources as needed.
  • Collaborate closely with the champion to ensure alignment between customer expectations and the services being delivered, and leverage their insights to drive successful outcomes.
  • Identify and engage with other stakeholders who may have influence or impact on the success of the engagement, such as end users, decision-makers, and functional leads.
  • Tailor communication and engagement strategies to the needs and preferences of each stakeholder group, ensuring clear and effective communication at all levels.
  • Proactively address concerns and objections raised by other stakeholders, leveraging insights from the champion and executive buyer to overcome obstacles and drive
  • Solicit feedback from other stakeholders throughout the engagement process, incorporating their input to enhance service delivery and customer satisfaction.
  • Collaborate with sales teams to understand customer needs and objectives to identify new use cases and/or adoption opportunities.
  • Lead the scoping process to define the appropriate set of services to meet customer requirements.
  • Drive adoption of Starburst culminating in the Customer reaching its success criteria.
  • Partner with internal teams, including consultants, engineers, and project managers, to ensure successful delivery of services.
  • Manage multiple engagements simultaneously, ensuring on-time and on-budget delivery.
  • Serve as the primary point of contact for customers throughout the engagement lifecycle.
  • Monitor and report on key performance indicators (KPIs) to track the success of engagements.
  • Drive continuous improvement in processes and methodologies to enhance customer satisfaction and project delivery efficiency.

Some of the things we look for: - Bachelor's degree in business, technology, or a related field; MBA or equivalent experience preferred.

  • Minimum of 10 years of experience in professional services, consulting, or project management.
  • Tenure and past experience working with executive teams at large accountsComfortable navigating large company challenges and pushing organizational changeProven track record of successfully managing customer engagements and delivering business outcomes.
  • Strong understanding of technology solutions and services, preferably in data management.
  • Excellent communication and interpersonal skills, with the ability to build strong relationships with customers and internal teams.
  • Strong problem-solving and decision-making abilities.
  • Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively.

$120,000 - $135,000 a yearThe base salary range for this US full-time position is $120,000 - $135,000 (+ bonus), subject to standard withholding and applicable taxes. All candidates receive equity (ISO) and access to a comprehensive benefits offering. The base salary range reflects the minimum and maximum target for candidates across all US locations. Work location, skills, experience, and any relevant education or training determine the compensation awarded to the candidate. The Recruiting Team or Hiring Manager can share more about the specific salary range with you during the recruitment process.

About the role

Starburst Data is seeking a highly skilled and experienced Engagement Manager to join our dynamic team. As an Engagement Manager, you will be responsible for driving business outcomes across the customer journey, from initial engagement to successful adoption. The successful candidate will work closely with customers to understand their needs, scope the right set of services, and manage the successful delivery of those services. You will align with a regional sales leader to drive these behaviors against a subset of accounts within the portfolio. This role requires a combination of strong program management skills, technical acumen, adoption planning, and effective communication abilities.

As an Enterprise Engagement Manager at Starburst you will:
  • Engage in strategic discussions with the executive buyer, understanding their business objectives, challenges, and desired outcomes.
  • Clearly articulate the value proposition of the services being offered and how they align with the executive buyer's goals and priorities.
  • Establish trust and credibility by demonstrating deep industry knowledge, understanding of the buyer's organization, and a track record of successful engagements.
  • Build and nurture strong relationships with the champion, who serves as the internal advocate for the engagement within the customer organization.
  • Offer support and guidance to the champion throughout the engagement process, helping them navigate internal processes and mobilize resources as needed.
  • Collaborate closely with the champion to ensure alignment between customer expectations and the services being delivered, and leverage their insights to drive successful outcomes.
  • Identify and engage with other stakeholders who may have influence or impact on the success of the engagement, such as end users, decision-makers, and functional leads.
  • Tailor communication and engagement strategies to the needs and preferences of each stakeholder group, ensuring clear and effective communication at all levels.
  • Proactively address concerns and objections raised by other stakeholders, leveraging insights from the champion and executive buyer to overcome obstacles and drive
  • Solicit feedback from other stakeholders throughout the engagement process, incorporating their input to enhance service delivery and customer satisfaction.
  • Collaborate with sales teams to understand customer needs and objectives to identify new use cases and/or adoption opportunities.
  • Lead the scoping process to define the appropriate set of services to meet customer requirements.
  • Drive adoption of Starburst culminating in the Customer reaching its success criteria.
  • Partner with internal teams, including consultants, engineers, and project managers, to ensure successful delivery of services.
  • Manage multiple engagements simultaneously, ensuring on-time and on-budget delivery.
  • Serve as the primary point of contact for customers throughout the engagement lifecycle.
  • Monitor and report on key performance indicators (KPIs) to track the success of engagements.
  • Drive continuous improvement in processes and methodologies to enhance customer satisfaction and project delivery efficiency.
  • Some of the things we look for:
  • Bachelor's degree in business, technology, or a related field; MBA or equivalent experience preferred.
  • Minimum of 10 years of experience in professional services, consulting, or project management.
  • Tenure and past experience working with executive teams at large accountsComfortable navigating large company challenges and pushing organizational changeProven track record of successfully managing customer engagements and delivering business outcomes.
  • Strong understanding of technology solutions and services, preferably in data management.
  • Excellent communication and interpersonal skills, with the ability to build strong relationships with customers and internal teams.
  • Strong problem-solving and decision-making abilities.
  • Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively.
  • $120,000 - $135,000 a year
    The base salary range for this US full-time position is $120,000 - $135,000 (+ bonus), subject to standard withholding and applicable taxes. All candidates receive equity (ISO) and access to a comprehensive benefits offering. The base salary range reflects the minimum and maximum target for candidates across all US locations. Work location, skills, experience, and any relevant education or training determine the compensation awarded to the candidate. The Recruiting Team or Hiring Manager can share more about the specific salary range with you during the recruitment process.
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