Toni Adams

Enigma
DISC Type : DIc

SVP Strategic Alliances & Business Development at Starburst

San Francisco Bay Area, United States

Overview

Toni Adams is a global partnerships executive with over 15 years of experience building partner ecosystems for data, AI, and analytics companies. He has a track record of driving significant revenue growth through alliances at firms like Starburst, ThoughtSpot, and VMware. Colleagues describe him as an inspiring, visionary, and partner-oriented leader who flawlessly combines strategy with execution.

He has a strong interest in how data drives success in high-performance environments, such as Formula 1 racing. His professional interests include major consulting firms like Accenture and Deloitte, reflecting his focus on building impactful GSI partnerships.

He has been recognized multiple times by CRN as a "Channel Chief" for his leadership in developing successful partner strategies.

Personality Overview

Fast Follower

Friendly Yet Blunt

Hard To Convince

They are likely to ask many questions and look heavily for supporting proof as well as information.  They can sound friendly and charming but can quickly change gears to become inquisitive and probing  They are generally strong communicators and are not easy to convince.

Topics They Care About

Partner Ecosystems
His entire career is focused on architecting global partner ecosystems with GSIs, RSIs, and hyperscalers, turning them into predictable growth engines.
Data & AI Interoperability
Highlights Starburst's role in the Open Semantic Interchange (OSI) and focuses on secure, governed data access for GenAI solutions.
Hybrid Lakehouse
Actively promotes Starburst's open hybrid lakehouse platform, including recent launches with partners like Dell and validation on Google Cloud.

Media Appearances

Toni has no verified media appearances

Work History

3-2025
SVP Strategic Alliances & Business Development at Starburst
3-2021
SVP Partners and Alliances Sales & BD at Starburst
10-2018 - 3-2021
SVP Global Partner and Alliances & APJ Sales at ThoughtSpot
12-2017 - 10-2018
Vice President Global Partner and Alliances Sales at Medallia
11-2015 - 12-2017
SVP Global Partner and Alliances Sales at Qlik

Education

ND from Cape Peninsula University of Technology
Master CNE from Novell

More Information

Social Presence :

Prographics :

Exp : 14 Location : San Francisco Bay Area, United States Job Level : Leadership Designation : SVP Strategic Alliances & Business Development at Starburst
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Insights For Selling To Toni

During A Call Or A Meeting

DO's

  • Let them lead the discussion, create opportunities for them to speak if they are not very forthcoming
  • Help them realize that any personal risk in making this decision is far less compared to what the results could mean for them
  • Build rapport slwly without rushing, it will come handy to handle hard questions later

DONT's

  • Avoid long presentations and just 'high-level' value proposition, dive into the details
  • Don’t be too objective but make sure to pad your storytelling with data points
  • Don’t brush off any concerns, take all questions seriously. They are easily deterred

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Toni is

  • Proven value, strong objective evidence are important for them, rapport can impact decisions a little.
  • Will you ever get a clear answer from Toni

  • They are practical and friendly, but can give a clear response with a little prodding

Insights For Deal Planning

    How fast (or slow) will Toni move?

  • They like to be detailed, so unless they develop strong conviction, they can take their time to arrive at decisions
  • Can Toni take some risk or not?

  • They evaluate their decisions systematically and do not take risks that often, unless you can get them to develop strong conviction

You And Toni

Personality Compatibility


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