Alliance DirectorNew

Databricks
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The opportunity

While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered.

What you'll do

  • You will own the business development motion for a defined portfolio of: Gold-tier and Rising Silver partners in EMEA, co-developing structured GTM plans with the partners that drive partner-sourced pipeline volume (early-stage opportunity creation) and velocity aligned to the partner-sourced contribution targets.

  • You will lead a targeted number of partner industry workshops per partner per: year and run a defined number of structured partner GTM campaigns per quarter, moving partners from opportunistic co-selling to programmatic, campaign-driven demand generation aligned to Company and GTM Priorities.

  • You will translate the Databricks Brickbuilder program into live partner GTM: plays — identifying the right use cases, qualifying partners for Specialization and Brickbuilder eligibility, and connecting partner solution IP to Databricks sales programs and customer outcome maps for the key industries.

  • You will execute the Power-of-3 motion (SI + ISV + Cloud) within your partner: portfolio, brokering joint account engagements that combine your partners industry depth with cloud hyperscaler funding, and ISV capability to create multi-workload, multi-year customer outcomes.

  • You will build GTM capacity inside your partner portfolio: driving sales badge completion, sales masterclasses, partner champion development, and Specialization progression — moving partners from certified to market-making, with the goal that each priority partner has a dedicated Databricks GTM team operating at the Databricks field standard.

  • You will own the partner-facing governance model for your portfolio: Plan-on-a-Page and Partner Cockpit discipline, deal registration and SLA compliance, cadenced partner business updates, and the CRM hygiene that ensures partner-sourced and delivery pipeline is correctly marked and credited.

What they're looking for

  • You will run co-marketing investment decisions for your portfolio (MDF,: Accelerate, co-sponsored demand gen), applying ROI discipline — strategic impact over activity volume — aligned to the principle that investment is intent, not incremental spending.
  • You will operate as a Partner First leader in the field, treating priority: partners as extensions of the Databricks sales team: setting accountability expectations, recognizing and scaling what works, and being the first call for partners who are creating net-new pipeline in accounts.
  • Partner business development or channel sales experience: a demonstrated track record of driving partner-sourced or partner-initiated pipeline — not just co-sell support — with tangible evidence of moving a partner from reactive delivery to proactive demand creation.
  • Campaign and programmatic GTM execution: experience designing and running structured joint campaigns with partners, not one-off events; ability to connect partner solution IP (e.g. Brickbuilder-style accelerators) to sales programs and customer outcome narratives.