Most Loved Workplace® Certified JobAlliance Director
Most Loved Workplace® Certified JobAbout the Role
At Databricks, a Most Loved Workplace® certified employer in the Technology space, Democratizing data and AI for every organization worldwide.
<p data-pm-slice="1 1 []">SLSQ427R333</p>
<p data-renderer-start-pos="1648">While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered.</p>
<p>You will serve as the business development engine for Databricks' Gold-tier and Rising Silver partner portfolio in EMEA, owning the motions that convert partner relationships into partner-sourced pipeline and consumption growth. Your primary mandate is intentional market-making: moving partners from delivery-first behaviour into structured demand creation through Big Bet account engagements, joint GTM campaigns, Brickbuilder solution plays, and scalable co-sell execution. You will work closely with Partner Sales Managers (PSMs), Partner Solutions Architects (PSAs), as well as Partner and Field Marketing to plan, execute, and advance partner GTM and to build the GTM capability within partners that makes this motion repeatable. You will report to the EMEA Partner Manager Leader.</p>
<p data-renderer-start-pos="2006"><strong data-renderer-mark="true">The impact you will have: </strong></p>
<ul>
<li>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.</li>
<li>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 Databricks and GTM Priorities.</li>
<li>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.</li>
<li>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.</li>
<li>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.</li>
<li>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.</li>
<li>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.</li>
<li>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.</li>
</ul>
<p data-renderer-start-pos="2367"><strong data-renderer-mark="true">What we look for:</strong></p>
<ul>
<li><em>Partner business development or channel sales experience</em>: 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.</li>
<li><em>Campaign and programmatic GTM execution</em>: 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.</li>
<li><em>Partner portfolio management</em>: experience managing a defined portfolio of regional or national SIs, selecting and prioritizing partners by commercial fit and growth potential, and building Joint Business Plans that produce measurable sourced pipeline outcomes.</li>
<li><em>Operational rigor</em>: comfort owning deal registration hygiene, KPI/OKR tracking (sourced, conversion, campaign attribution, etc.), pipeline review cadence, and partner governance (Plan-on-a-Page, Cockpit, etc.) with the discipline to keep metrics correct, analyze, <em>using AI tools in your daily work</em>, and act on what the data shows.</li>
<li><em>Cross-functional collaboration</em>: ability to work across PSM, PSA, Field Marketing, and Field Sales and Pre-Sales Leaders, to qualify, advance, and close partner-sourced opportunities. Experience navigating Sales and partner team alignment around co-sell priorities and partner accreditation.</li>
<li><em>Value selling and partner enablement</em>: ability to help partners build an outcome-focused, industry-specific narrative for C-suite and LoB buyers — not just pitch the platform — and to run sales masterclasses and capability sessions that improve partner sales confidence and conversion.</li>
<li><em>Domain knowledge</em>: understanding of mid-tier SIs' business models, how their P&amp;L is structured, and what "partner-sourced" means operationally in their context; awareness of the EMEA data/AI competitive landscape, including the hyperscaler dynamics (AWS, Microsoft, GCP) that shape partner investment decisions.</li>
<li><em>Ambition and execution pace</em>: comfort operating in a high-growth, fast-moving environment where the operating model is still being built, and contributing to building it. The ability to move fast on Big Bet account engagements and campaigns without waiting for perfect conditions.</li>
</ul><div class="content-conclusion"><p><strong>About Databricks</strong></p>
<p><span style="font-family: arial, sans-serif;">Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&amp;T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on <a href="https://www.linkedin.com/company/Databricks">LinkedIn</a>, <a href="https://x.com/Databricks">X</a>, <a href="https://www.youtube.com/@Databricks">YouTube</a>, and <a href="https://www.instagram.com/databricksinc/?hl=en">Instagram</a>.<br><br><strong>Benefits<br><br></strong></span>At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click <a href="https://docs.google.com/document/d/154un3e8Xav4BceOSlcYFZRGEuQI54xMxVydRwQn54eQ/edit?usp=sharing">here</a>.<br><br></p>
<p><strong>Our Commitment to Diversity and Inclusion</strong></p>
<p>At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.</p>
<p><strong>Compliance</strong></p>
<p><strong><span style="font-weight: 400;">If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.</span></strong></p>
<p><a href="https://www.Databricks.com/legal/applicant-privacy-notice" target="_blank"><strong><span style="font-weight: 400;">Applicant Privacy Notice</span></strong></a></p></div>
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View Original PostingWhy This Is a Most Loved Workplace® Certified Job
Systemic Collaboration
As Databricks continues our rapid growth, we strive to maintain a culture as open and transparent as it was in Databricks’s early days. Making sure employees have regular access to our CEO and co-founders to hear directly about our vision and priorities helps our employees forge a connection between Databricks priorities and their daily work.
Positive Vision for the Future
Databricks’ culture principles are derived from an internal study of the behaviors that have led to high impact work at Databricks. These values have a direct impact on company culture and play a large part in connecting teams across the organization. We believe in being customer-obsessed, truth-seeking, operating from first principles, having a bias for action, and putting Databricks first. Our co-founders are fully involved in day-to-day operations, including business and technical reviews, working alongside our team members to ensure that we are always aligned with our values.
Alignment of Values
Databricks’ CEO and Co-founder, Ali Ghodsi leads by example with a focus on truth-seeking and first principles thinking, two of Databricks’ core values that stay true to Databricks’s origins in academia. He champions the importance of data and reason to question biases and inform decisions. Ali remains hands-on with research and development and hosts company-wide weekly all hands, with a CEO “ask me anytime” session at the beginning of every agenda. His transparency and accessibility are core to the open and collaborative culture of Databricks.
Respect
At Databricks, we cultivate an environment where all employees can bring their unique selves and are empowered to do the best work of their careers. To ensure all voices are heard and ideas are valued, we conduct annual culture and pulse surveys and host all-hands Q&As to collect feedback from all employees. We then report back to Databricks on the specific changes implemented from the feedback collected to ensure employees feel heard and that their feedback is valued. In addition, we invest in our seven Employee Resource Groups (ERGs) that offer support and employee engagement events for individuals from underrepresented backgrounds and allies.
Killer Outcomes
Databricks prioritizes offering an exceptional employee experience by investing in tools, workspaces, and community-building. Our collaboration-first, hybrid model offers flexibility with in-person touchpoints like our annual employee kickoff, weekly CEO all-hands with happy hours, and monthly team building budgets. We are especially focused on maintaining a culture of transparency, honesty, and trust, with leaders actively engaging across channels like Slack and all hands while also championing inclusion efforts through ERG sponsorship. These initiatives help our team feel connected, valued, and empowered to do their best work.
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