Director, AllianceNew$52K–$83K

Databricks
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The opportunity

While candidates in the listed locations are encouraged for this role, we are open to remote candidates in other locations.

What you'll do

  • Leadership & Team Development: Lead the regional Alliances/C&SI function, building and developing a high-performing cross-functional team while representing the partner organisation in regional leadership forums.

  • Strategic Planning & Ecosystem Leadership: Own the multi-year regional partner territory plan — forming a compelling 3-year vision with partner segmentation, coverage model, and operational rhythm aligned to regional and functional priorities.

  • Executive Relationships & Narrative: Own executive-level partner relationships, building joint business plans and executive-ready narratives that represent Databricks credibly to senior partner and customer leadership.

  • Account-Level Co-Sell & Big Bet Workshops: Drive joint account planning workshops in Top/must-win accounts with priority partners as the primary co-sell and pipeline creation mechanism; coach AEs and scale the partner motion through the field.

  • Pipeline & Revenue Engine: Architect the regional partner GTM strategy and convert it into a tangible, partner-sourced and partner-influenced pipeline and consumption. Drive partner-led demand generation at scale — industry events, co-funded campaigns, partner pitch days, and regional kickoff sponsorships.

  • Product-Specific Partner GTM: Own product-specific partner campaigns (Migration & Modernisation, Genie, Lakebase, AgentBricks) aligned to platform priorities; proactively build partner capability on new products to maintain delivery coverage as the product mix evolves.

What they're looking for

  • Partner Execution & Accountability: Hold strategic SI partners and tiered programme partners (Gold/Silver) to joint commitments on both delivery capability and business development; run a disciplined operating cadence of pipeline reviews, forecast, and KPI inspection anchored to Salesforce; report impact, not activity.
  • Partner Delivery Quality: Own partner delivery quality governance — resolve escalations, ensure partners' staff to SoW, and work with FDE/Field Engineering on delivery models that protect customer outcomes.
  • Cross-Functional Orchestration & Field Adoption: Set direction across Sales, Field Engineering, Marketing, and Partner Solution Architecture; embed partner strategy into territory reviews and drive internal field adoption so AEs actively engage partners in their accounts.
  • Solution Development & Delivery Readiness: Co-create differentiated, industry-specific joint solutions and repeatable GTM campaigns while supporting SI partner practice development through enablement, asset development, and delivery excellence.