Head of Security & Observability ISV Partnerships

Quick Facts

• Role: Head of Security & Observability ISV Partnerships

• Focus: Build and scale a global ecosystem of cybersecurity and observability ISVs

• Scope: Integrations, joint GTM motions, executive partner relationships

Description

Own the strategy and execution for security and observability ISV partnerships by recruiting, developing, and scaling partner ecosystems. Lead integration co-development across identity, governance, logging, and monitoring while partnering with Sales and Marketing on joint GTM plays. Establish measurable success metrics and help customers realize the value of Databricks combined with leading security and observability partners.

Responsibilities

• Define and execute the security and observability ISV partnership strategy (segmentation, prioritization, success metrics)

• Own executive and working-level relationships with top security and observability ISVs to drive integrations and joint field execution

• Partner with Product and Security/Trust teams to design, validate, and launch integrations for governance, compliance, security, and observability

• Build joint value propositions and scalable GTM motions that resonate with CISOs, compliance officers, observability leaders, and data practitioners

• Partner with Sales leadership on co-sell plays, enablement, and incentives for joint solutions

• Drive co-marketing initiatives and category-level campaigns with Marketing to generate joint demand

• Represent the company externally with partners, customers, and industry forums

• Advocate internally for partner/customer needs to influence roadmap and GTM strategy

Requirements

• 10+ years in product partnerships, business development, or partner management; 7+ years focused on security, observability, or cloud ecosystems

• Demonstrated success launching ISV integrations and GTM motions in security and/or observability with hyperscalers

• Track record of delivering measurable partner-sourced or partner-influenced revenue

• Strong understanding of cybersecurity and observability ecosystems: identity, governance, compliance, threat detection, data protection, logging, monitoring, and APM

• Ability to build joint value propositions for both technical and business decision-makers

• Strong cross-functional leadership and influence across Product, Engineering, Sales, Marketing, and Security/Trust

• Experience navigating co-opetition and sensitive partner relationships

• Excellent communication, writing, and presentation skills for executive audiences

• Ability to operate effectively in a fast-paced, founder-led environment

• Bachelor’s degree in Computer Science, Engineering, or related field (or equivalent practical experience)

Benefits

• Eligibility for annual performance bonus and equity, plus comprehensive regional benefits