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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).
