Alliance Manager
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Job Description
Starlink alliance leader driving co-sell revenue and go-to-market strategy for New Era Technology’s connectivity solutions. Building partner relationships and leading a global Starlink-focused team.
Responsibilities:
- Own the Starlink relationship as the primary point of contact and escalation path; establish executive sponsorship and lead regular business reviews
- Develop and execute an annual joint business plan with revenue, pipeline, certification, and enablement targets, reporting progress to New Era leadership
- Drive co-sell and channel execution with Starlink sales and partner teams through joint account planning, opportunity sourcing, deal registration, and pipeline reviews
- Maximize partner-program value by achieving and maintaining program tiers, requirements, certifications, incentives, rebates, and co-marketing funds
- Define go-to-market strategy and positioning for Starlink within New Era’s connectivity portfolio, including LAN/Wi-Fi, cellular, private wireless, IoT, edge, and managed services
- Align and enable New Era sales leadership and field teams through sales plays, training, and regular field engagement
- Negotiate and manage the partner agreement and commercial relationship with Starlink in coordination with Finance, Legal, and Operations
- Plan and execute joint marketing activities, including campaigns, events, customer briefings, and case studies
- Monitor Starlink’s product roadmap and competitive landscape and translate insights into strategy and offer updates
- Represent New Era Technology at Starlink partner events, customer meetings, and industry forums
- Build, lead, and develop a global team of three to four Starlink-focused resources, including hiring, goal setting, coaching, and performance management
- Work primarily in a remote or home-office setting with frequent virtual meetings; attend customer sites, partner offices, and industry events as needed
- Travel approximately 4 days per month or 15–20%
Requirements:
- Minimum of five (5) years of experience in alliances, channel/partner management, business development, or commercial sales leadership within networking, wireless, carrier, or related technology industries
- Proven success building and managing a strategic technology alliance, with measurable growth in partner-sourced or partner-influenced revenue
- Solid understanding of enterprise networking and wireless markets, including Wi-Fi, cellular (LTE/5G), private wireless, DAS, edge, and IoT; satellite or LEO connectivity experience is a strong plus
- Strong commercial acumen, including revenue ownership, forecasting, partner agreements, and negotiation of commercial terms
- Experience working with executive stakeholders and influencing cross-functional teams without direct authority
- Experience building and leading teams, including hiring, coaching, and developing talent; ability to balance leadership responsibilities with hands-on individual contributor work
- Strong presentation, negotiation, and relationship-building skills, with comfort operating at the executive level
- Proficiency with CRM and partner portal tools (e.g., Salesforce) and with forecasting and pipeline reporting
- Ability to read, understand, and interpret job-related documents, instructions, policies, and communications in English
- Ability to communicate effectively in English, both verbally and in writing
- Bachelor’s degree in Business, Engineering, Information Technology, or a related field, or equivalent work experience
- Residence in the United States
- Legal authorization to work in the U.S.; sponsorship needs must be disclosed during the application process
- Ability to travel to meet with clients or attend industry events
Benefits:
- Full Benefits
- Medical
- Dental
- Vision
- 401K match
- 7 company holidays + generous PTO
- Continuous training
- Professional and personal development opportunities
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