Posted on 
May 14, 2024

Partner Sales 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   

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.

  

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.

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