Enterprise Engagement Manager

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

Starburst Data is seeking a highly skilled and experienced Engagement Manager to join our dynamic team. As an Engagement Manager, you will be responsible for driving business outcomes across the customer journey, from initial engagement to successful adoption. The successful candidate will work closely with customers to understand their needs, scope the right set of services, and manage the successful delivery of those services. You will align with a regional sales leader to drive these behaviors against a subset of accounts within the portfolio. This role requires a combination of strong program management skills, technical acumen, adoption planning, and effective communication abilities.

As an Engagement Manager at Starburst you will:

• Engage in strategic discussions with the executive buyer, understanding their business objectives, challenges, and desired outcomes.
• Clearly articulate the value proposition of the services being offered and how they align with the executive buyer's goals and priorities.
• Establish trust and credibility by demonstrating deep industry knowledge, understanding of the buyer's organization, and a track record of successful engagements.
• Build and nurture strong relationships with the champion, who serves as the internal advocate for the engagement within the customer organization.
• Offer support and guidance to the champion throughout the engagement process, helping them navigate internal processes and mobilize resources as needed.
• Collaborate closely with the champion to ensure alignment between customer expectations and the services being delivered, and leverage their insights to drive successful outcomes.
• Identify and engage with other stakeholders who may have influence or impact on the success of the engagement, such as end users, decision-makers, and functional leads.
• Tailor communication and engagement strategies to the needs and preferences of each stakeholder group, ensuring clear and effective communication at all levels.
• Proactively address concerns and objections raised by other stakeholders, leveraging insights from the champion and executive buyer to overcome obstacles and drive alignment.
• Solicit feedback from other stakeholders throughout the engagement process, incorporating their input to enhance service delivery and customer satisfaction.
• Collaborate with sales teams to understand customer needs and objectives to identify new use cases and/or adoption opportunities.
• Lead the scoping process to define the appropriate set of services to meet customer requirements.
• Drive adoption of Starburst culminating in the Customer reaching its success criteria.
• Partner with internal teams, including consultants, engineers, and project managers, to ensure successful delivery of services.
• Manage multiple engagements simultaneously, ensuring on-time and on-budget delivery.
• Serve as the primary point of contact for customers throughout the engagement lifecycle.
• Monitor and report on key performance indicators (KPIs) to track the success of engagements.
• Drive continuous improvement in processes and methodologies to enhance customer satisfaction and project delivery efficiency.

Some of the things we look for:

• Bachelor's degree in business, technology, or a related field; MBA or equivalent experience preferred.
• Minimum of 10 years of experience in professional services, consulting, or project management.
• Tenure and past experience working with executive teams at large accounts
• Comfortable navigating large company challenges and pushing organizational change
• Proven track record of successfully managing customer engagements and delivering business outcomes.
• Strong understanding of technology solutions and services, preferably in data management.
• Excellent communication and interpersonal skills, with the ability to build strong relationships with customers and internal teams.
• Strong problem-solving and decision-making abilities.
• Ability to thrive in a fast-paced, dynamic environment and manage multiple priorities effectively.

Why build your career at Starburst?

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!

We are committed to fostering an intentional, inclusive, and diverse culture that drives deep engagement, authentic belonging, and an exceptional All-Star experience. We believe that diversity of thought, perspective, background and experience will enable us to own what we do, drive our success and empower our All-Stars to show up for one another authentically in all moments that matter.

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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