Enterprise Account Manager at Starburst

Munich, Bavaria, Germany

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Not SpecifiedCompensation

Mid-level (3 to 4 years), Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Data Analytics, AI, Enterprise SoftwareIndustries

Requirements

5+ years of progressive software sales experience to companies
Track record of success in closing business in large complex enterprise accounts
Excellent negotiation, analytical, financial, and organizational capabilities
Outstanding verbal and written communication skills
Ability to work at both a tactical and strategic level
Can-do, self-starter mentality in a highly collaborative atmosphere
Experience working in high growth early-stage companies
Data analytics software experience
Business intelligence software experience
Database/data warehousing platforms experience
Ability to travel (occasional in-person travel for onboarding, offsites, customer engagements, and events)

Responsibilities

Drive new business opportunities for selling Starburst software and services engagements within assigned territory
Develop and implement a sales strategy against assigned territory and/or targeted list of customers
Develop a deep understanding of, and effectively articulate, the Starburst offering and value proposition in the market
Constantly focus on pipeline generation within the territory to ensure long term success
Interact with and leverage the Channel and Alliance partner community to find new opportunities and drive existing deals to close
Manage opportunities through the sales cycle from initial inquiry to forecasted pipeline to deal design and close
Meet quarterly and annual revenue objectives for your territory
Provide continuous updates on all active accounts and report on sales, activities, status, and progress on a regular basis (via CRM, webex or in-person)
Maintain a high level of customer satisfaction and reference-ability
Travel for client visits and presentations on a regular basis

Skills

Key technologies and capabilities for this role

Enterprise SalesProspectingPipeline GenerationValue PropositionPilot ManagementBusiness Case DevelopmentNegotiationClosing DealsTerritory ManagementChannel PartnersQuota Achievement

Questions & Answers

Common questions about this position

What experience level is required for the Enterprise Account Manager role?

The role requires 5+ years of progressive software sales experience to companies, with a track record of success in closing business in large complex enterprise accounts.

What key skills are needed for this position?

Key skills include excellent negotiation, analytical, financial, and organizational capabilities, outstanding verbal and written communication skills, and the ability to work at both tactical and strategic levels.

Is travel required for this role?

Yes, the role requires occasional in-person travel for client visits, presentations, and other purposes.

What is the work environment like at Starburst?

The environment is evolving and entrepreneurial, requiring a can-do, self-starter mentality in a highly collaborative atmosphere, with experience in high growth early-stage companies preferred.

What makes a strong candidate for the Enterprise Account Manager position?

Strong candidates have a track record of success in enterprise software sales, experience with data analytics, business intelligence, or database platforms, and full-cycle sales expertise including prospecting, negotiation, and closing.

Starburst

Data analytics and SQL engine distribution

About Starburst

Starburst specializes in data analytics by providing a distribution and support for the Trino SQL engine, which is designed for efficient and scalable analytics on data lakes and various data sources. Their products, Starburst Galaxy and Starburst Enterprise, allow clients to access and analyze data quickly, whether in the cloud or on-premises. Starburst connects seamlessly with popular data visualization tools like Tableau, Power BI, and Looker, making it easier for users to integrate and access their data. What sets Starburst apart from competitors is its enhancement of the open-source Trino engine with additional connectors, security features, and dedicated enterprise support. The company's goal is to help organizations achieve faster data insights and better decision-making through improved analytics capabilities.

Boston, MassachusettsHeadquarters

2017Year Founded

$402.7MTotal Funding

SERIES_DCompany Stage

Data & Analytics, Enterprise SoftwareIndustries

501-1,000Employees

Benefits

Competitive salary & attractive stock grants

Remote-friendly work options

Quality & affordable insurance

Flexible & generous paid time off

Environment of transparency, honesty & respect

Risks

Increased competition from companies like Dell could impact Starburst's market share.

The rapid growth of unique data vendors may lead to increased market complexity.

Enterprises moving towards single-cloud strategies could challenge Starburst's multi-cloud offerings.

Differentiation

Starburst offers both cloud-based and on-premises solutions, catering to diverse client needs.

The company enhances the open-source Trino engine with additional connectors and security features.

Starburst's platform integrates with popular data tools like Tableau, Power BI, and Looker.

Upsides

Starburst Galaxy achieved 3x year-over-year growth in active customers and usage volume.

The platform enables 10X faster data processing and 66% cost reduction for clients like Arity.

Starburst's Icehouse platform leverages open-source Trino and Apache Iceberg for scalability.

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