Alliance Manager

🏢 Starburst · 📍 London, England

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Position Summary & Responsibilities

About Starburst

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.
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🎯 Candidate Preparation Guide For Starburst Applicants

Key Role Competencies & Evaluation Highlights

Key Role Focus:

Interviewers strictly evaluate distributed query optimization expertise, deep Trino/Presto knowledge, and the ability to solve massive cross-cloud data federation challenges.

📋 Preparation Priorities (Key Areas to Clarify):

1. Treating SQL engines as black boxes without understanding execution plan optimization.
2. Lack of enterprise customer empathy regarding data security and governance.
3. Theoretical knowledge lacking hands-on debugging of petabyte-scale queries.

✨ Recommended Role Alignment Hook:

I optimize distributed SQL query engines to radically accelerate analytics across complex, petabyte-scale enterprise data meshes.

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