Title: Partner Manager – Databricks Alliance

Job Type: Full-Time with Standard Benefits

Location: Remote

Job Summary:
We are seeking a dynamic Partner Manager to drive growth through a strategic alliance with Databricks. The role focuses on building and nurturing the Databricks partnership, aligning joint go-to-market strategies, driving pipeline creation, and ensuring the success of joint customers. The ideal candidate has strong experience in partner management, business development, and cloud/data/AI services, with proven success in ISV or Hyperscaler partnerships.

Key Responsibilities

Partnership Management

• Serve as the primary relationship manager for Databricks, fostering collaboration across sales, partner success, marketing, and technical teams.

• Develop and execute a joint business plan with Databricks that includes revenue goals, solution development, and go-to-market activities.

• Align services and accelerators with Databricks’ product roadmap to ensure joint differentiation in the marketplace.

Sales & Revenue Enablement

• Drive joint pipeline creation by coordinating co-selling motions with Databricks field sellers and partner account managers.

• Identify, qualify, and pursue joint opportunities in target accounts, ensuring smooth collaboration between sales teams and Databricks counterparts.

• Provide enablement to sales teams on Databricks value propositions, use cases, and partnership benefits.

Marketing & Go-To-Market

• Work with marketing to create joint campaigns, events, and thought leadership (webinars, case studies, success stories) that showcase the value of the partnership.

• Secure and maximize Market Development Funds (MDF) from Databricks to support joint demand generation initiatives.

• Promote the organization as a leading Databricks services partner through strategic positioning in Databricks’ partner ecosystem and marketplaces.

Delivery & Customer Success

• Collaborate with delivery teams to ensure successful Databricks implementations and customer outcomes.

• Help identify opportunities to expand services footprint with existing Databricks customers.

• Capture and share customer success stories with Databricks to deepen the partnership.

Governance & Reporting

• Maintain a regular cadence of business reviews with Databricks and leadership.

• Track and report KPIs, including joint pipeline, closed-won revenue, marketing ROI, and partner satisfaction.

• Stay up-to-date on Databricks programs, certifications, incentives, and partner initiatives.

Qualifications

• 9+ years of experience in alliances, partnerships, or channel management within cloud, data, or AI services.

• Strong understanding of the Databricks ecosystem, Lakehouse platform, and its role in modern data & AI architectures.

• Proven track record of driving joint sales and revenue growth with ISV or Hyperscaler partnerships (Databricks, AWS, Azure, GCP, Snowflake, etc.).

• Excellent relationship management, communication, and executive presence.

• Ability to work cross-functionally in a global, matrixed environment.

• Bachelor’s degree in business, technology, or related field (MBA preferred).

All your information will be kept confidential according to EEO guidelines.