Alliance Manager, Starlink position with New Era Technology offers you the following:
- Full Benefits
- Medical
- Dental
- Vision
- 401K match
- 7 company holidays + generous PTO
SUMMARY: The Alliance Manager, Starlink, owns and grows New Era Technology's strategic alliance with Starlink. This role builds and executes the joint go-to-market strategy, manages the partner relationship at the executive level, and drives co-sell revenue by integrating Starlink satellite connectivity into New Era's networking, wireless, cellular, and managed services portfolio. The Alliance Manager, Starlink, serves as the primary relationship owner with Starlink and the internal champion who aligns sales, services, marketing, and executive leadership around a shared plan for growth. This is a player-coach role: the Alliance Manager, Starlink builds and leads a small global Starlink-focused team while remaining directly responsible for individual alliance activities. Success in this role is measured by partner-sourced and partner-influenced revenue, pipeline health, program achievement, and the strength of the relationship with Starlink.
*** This position requires residence in the United States and legal authorization to work in the U.S. Please note that under our immigration sponsorship policy, if sponsorship needs are not disclosed during the application process, the company will not provide immigration sponsorship during employment now or in the future.
PRIMARY DUTIES:
- Own the Starlink relationship, serving as the primary point of contact and escalation path; establish executive sponsorship on both sides and lead regular business reviews.
- Develop and execute an annual joint business plan with defined revenue, pipeline, certification, and enablement targets, and report progress against it to New Era leadership.
- Drive co-sell and channel execution with Starlink sales and partner teams, including joint account planning, opportunity sourcing, deal registration, and pipeline reviews.
- Maximize the value of the partner program by achieving and maintaining program tier, requirements, certifications, incentives, rebates, and available co-marketing funds.
- Define the go-to-market strategy and positioning for Starlink within New Era's connectivity portfolio (LAN/Wi-Fi, cellular, private wireless, IoT, edge, and managed services), working with practice and sales leaders to prioritize target verticals and customers.
- Align and enable New Era sales leadership and field teams on the Starlink opportunity 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 the competitive landscape (LEO/GEO satellite, cellular, and fixed wireless) 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 small global team of three to four Starlink-focused resources, including hiring, goal setting, coaching, and performance management, while remaining hands-on in day-to-day alliance execution.
EXPERIENCE:
- 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, sufficient to position solutions with customers and partners; 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 (sales, engineering, services, marketing, finance) without direct authority.
- Experience building and leading teams, including hiring, coaching, and developing talent, ideally a small global or distributed team; able 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.
LANGUAGE SKILLS: 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, with employees, customers, vendors, and other business partners, as applicable to the position.
REQUIRED EDUCATION/CERTIFICATIONS: Bachelor's degree in Business, Engineering, Information Technology, or a related field, or equivalent work experience. Starlink partner program certifications are a plus.
PHYSICAL DEMANDS: Regular use of hands and fingers to operate a computer, keyboard, mouse, and other office equipment, including repetitive motions such as typing, scrolling, and mouse use. Ability to communicate effectively and understand verbal communication in person, by telephone, and through video conferencing or other remote communication tools. Ability to view and read information on computer screens and printed materials, including the ability to adjust focus. The position requires prolonged periods of computer use and viewing a computer screen. Ability to travel to meet with clients or attend industry events.
WORK ENVIRONMENT: This position is primarily performed in a remote or home-office setting (or a standard office setting in Austin, TX, if applicable) with typical office conditions. The role requires frequent virtual meetings and may include time at customer sites, Starlink or partner offices, and industry events.
EXPECTED HOURS OF WORK: This position generally operates during normal business hours; however, specific start and end times may vary based on business needs, workload, and job responsibilities. Occasional work outside of normal business hours may be required.
TRAVEL: Moderate travel is expected to support Starlink meetings, customer engagements, and industry events. Estimated travel is expected to be about 4 days a month (or 15 - 20%).
Below is the pay range of this position for considered candidates based on qualifications and experience.
Pay Range
$180,000-$185,000 USD
