Alliance Manager

This is a fully remote position, open to applicants in Texas.

📋 Description

• Manage the Starlink partnership as the main point of contact and escalation route; establish executive sponsorship and conduct regular business reviews.

• Create and implement an annual joint business plan that includes revenue, pipeline, certification, and enablement goals, while reporting progress to New Era leadership.

• Facilitate co-selling and channel execution alongside Starlink sales and partner teams through collaborative account planning, opportunity identification, deal registration, and pipeline assessments.

• Enhance partner-program value by achieving and maintaining program tiers, requirements, certifications, incentives, rebates, and co-marketing funds.

• Define the go-to-market strategy and positioning for Starlink within New Era’s connectivity offerings, encompassing LAN/Wi-Fi, cellular, private wireless, IoT, edge, and managed services.

• Align and empower New Era sales leadership and field teams through sales initiatives, training, and consistent field engagement.

• Negotiate and oversee the partner agreement and commercial relationship with Starlink in collaboration with Finance, Legal, and Operations.

• Plan and implement joint marketing efforts, including campaigns, events, customer briefings, and case studies.

• Track Starlink’s product roadmap and competitive landscape, translating insights into strategic and offering updates.

• Represent New Era Technology at Starlink partner events, customer meetings, and industry conferences.

• Build, lead, and develop a global team of three to four resources focused on Starlink, including hiring, goal setting, coaching, and performance management.

• Primarily work in a remote or home-office setting with frequent virtual meetings; travel to customer sites, partner offices, and industry events as necessary.

• Travel approximately 4 days per month or 15–20%.

⛳️ Requirements

• At least five (5) years of experience in alliances, channel/partner management, business development, or commercial sales leadership in the networking, wireless, carrier, or related technology sectors.

• Proven track record of building and managing a strategic technology alliance, demonstrating measurable growth in partner-sourced or partner-influenced revenue.

• Deep understanding of enterprise networking and wireless markets, including Wi-Fi, cellular (LTE/5G), private wireless, DAS, edge, and IoT; experience with satellite or LEO connectivity is a significant advantage.

• Strong commercial acumen, encompassing revenue ownership, forecasting, partner agreements, and negotiation of commercial terms.

• Experience engaging with executive stakeholders and influencing cross-functional teams without direct authority.

• Experience in building and leading teams, including hiring, coaching, and developing talent; ability to balance leadership duties with hands-on individual contributor responsibilities.

• Excellent presentation, negotiation, and relationship-building capabilities, with comfort operating at the executive level.

• Proficient with CRM and partner portal tools (e.g., Salesforce), as well as forecasting and pipeline reporting.

• Ability to read, comprehend, 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.

• Residency in the United States.

• Legal authorization to work in the U.S.; any sponsorship requirements must be disclosed during the application process.

• Willingness to travel for client meetings or industry events.

🏝️ Benefits

• Comprehensive benefits package.

• Medical coverage.

• Dental coverage.

• Vision insurance.

• 401K matching.

• Seven company holidays plus generous paid time off (PTO).

• Ongoing training opportunities.

• Professional and personal development programs.