About the Role
Title: Alliance Manager, Starlink
Location: United States (Remote)
Job Description:
About the Company
Armada is an edge computing startup that provides computing infrastructure to remote areas where connectivity and cloud infrastructure is limited, as well as areas where data needs to be processed locally for real-time analytics and AI at the edge. We’re looking to bring on the most brilliant minds to help further our mission of bridging the digital divide with advanced technology infrastructure that can be rapidly deployed anywhere.
About the Role
As Alliance Manager for Starlink at Armada, you will be responsible for driving go-to-market strategy and revenue growth through Armada’s partnership with SpaceX, resulting in a high volume of co-sell deals with Starlink annually. This role will serve as the central liaison between Armada’s sales organization and Starlink working to align joint selling efforts, managing deal registrations, and accelerating pipeline generation and deal closures.
This role is critical to Armada’s GTM strategy and will have a very high impact across all sales verticals globally (commercial, energy, public sector, etc.), requiring strong cross functional coordination and frequent updates to Armada’s leadership.
Location
United States (Remote)
What You’ll Do (Key Responsibilities)
- Co-Sell Orchestration:
Work closely with Armada account executives and Starlink sellers to identify co-sell opportunities, align target accounts, and coordinate joint selling efforts. - Deal Sourcing & Management:
Proactively source new business opportunities through Starlink and help Armada sellers engage and close deals. - Seller Pairing & Enablement:
Match and manage pairings between Armada and partner sellers, ensuring effective communication, shared value propositions, and account planning. - Deal Registration, Compliance, & Enablement:
Own the end-to-end process for registering deals within Starlink ecosystems ensuring timely and accurate submissions aligned with partner requirements. Create enablement assets and train the Armada sales team on a regular basis. - Relationship Management:
Maintain and deepen strategic relationships with Starlink field sellers, channel team, and sales leadership at SpaceX. - Performance Reporting:
Track and report on key performance indicators, pipeline growth, and revenue outcomes related to Starlink partnership activities both internally within Armada and with Starlink sales leadership to continue to develop Armada as Starlink’s leading value-added partner. - Strategic Planning:
Collaborate with Armada’s marketing teams to support joint campaigns, events, and account-based marketing aligned with Starlink priorities.
Required Qualifications
- 5+ years of experience in partner/channel management, business development, or enterprise sales, preferably in the tech industry.
- Proven success in managing co-sell motions and influencing partner-led revenue.
- Strong preference given to candidates who have worked with the Starlink and SpaceX ecosystem and have a strong background with telecommunications providers.
- Strong understanding of cloud and edge computing trends and the enterprise tech landscape.
- Excellent interpersonal and relationship-building skills with both internal stakeholders and external partners.
- Highly organized, self-motivated, and capable of managing multiple priorities in a fast-paced environment.
- Experience working with sales tools such as Salesforce.