Regional Vice President

6 months ago

London, United Kingdom 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**

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

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