Regional Vice President - EMEA Partner, Alliances & Dell Partner Sales

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!

As a player-coach leading the EMEA Partner and Alliances team, this role has three discreet areas of responsibility:

- Managing the EMEA Partner and Alliances function and team interlocking/ aligned with the EMEA leadership

- Partner Sales leader for UK/Region North interlocking with the UKI/Nordic Sales leader

- EMEA Partner Sales leader for Dell, ensuring our alignment & sales success in EMEA with Starburst’s most significant partner.

You will support growth in EMEA through strategic partnerships, alliances, and seamless collaboration with Dell for a growth partnership while building and leading a high-performing partner team.

As an RVP of EMEA Partner and Alliances at Starburst you will:

• Develop and execute the EMEA Partner and Alliances go-to-market (GTM) strategy, aligned with regional and corporate goals on partners, PG, sales, and services.
• Set ambitious, achievable PG and revenue targets for the EMEA partner team and ensure flawless execution.
• Proactively identify and build strategic partnerships across the EMEA region, fostering a robust partner ecosystem.
• Cultivate and manage the vital Dell partnership, maximizing joint sales opportunities and achieving mutually beneficial outcomes.
• Lead the EMEA partner team, providing coaching, direction, and performance management.
• Represent the partner team and EMEA partner landscape to senior leadership in regular QBRs and executive meetings.
• Ensure a solid interlock with the Sales functions in the field and on opportunities.
• Act as the primary interface for the EMEA partner team, handling personnel matters, planning, and priority coordination.
• Foster strong relationships with regional sales, marketing, and services teams to drive a collaborative approach to partnering.
• Proactively communicate partner needs and concerns to internal stakeholders, ensuring swift resolution and optimal partner experience.
• Represent the company as the Partner exec at partner events, conferences, and meetings throughout the EMEA region.
• Establish and track key performance indicators (KPIs) for partner program success, including PG, enablement, revenue generation, and partner engagement.
• Analyze partner data to identify opportunities for optimization and engagement on opportunities (scale)
• Regularly report partner engagement on PG, deals, and partner performance to senior leadership and provide data-driven insights to inform strategic decisions.

Some of the things we look for:

• 10+ years of experience in EMEA partner sales or partner management at a high-growth software company, preferably in a data-focused environment.
• Experience working in a fast-paced startup environment.
• Deep understanding of the EMEA technology landscape and partner ecosystem.
• Proven track record of exceeding partner revenue goals and developing successful partner programs and partnerships.
• Proven ability to build and maintain strong relationships with partners, customers, and internal stakeholders.
• Excellent leadership and team-building skills with the ability to motivate and inspire a diverse team.
• Strong communication, presentation, and negotiation skills.
• Strategic mindset: ability to develop and execute a winning partner strategy, identify and cultivate strategic partnerships, and think several steps ahead.
• Data-driven approach: ability to track and analyze KPIs, identify opportunities for improvement, and use data to inform decision-making.
• Problem-solving skills: ability to identify and resolve challenges, overcome obstacles, and find creative solutions.
• Cultural awareness: sensitivity to and understanding of different cultures and business practices in the EMEA region.
• Passion for partnerships: genuine enthusiasm for building strong relationships with partners and driving mutual success.
• Preferred experience having worked with or at Dell in a partnership or sales function
• In-depth knowledge of Dell's partnership programs and go-to-market strategies.

Where could this role be based?

• UK, preference for London

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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