Databricks Partner Development Manager

Position Overview

We are seeking a high-impact, relationship-driven Databricks Partner Development Manager to lead and scale a strategic partnership within the Databricks ecosystem. This is a senior individual contributor role focused on driving alliance growth, increasing market visibility, unlocking partner-funded opportunities, and elevating standing within the Databricks partner ecosystem.

The ideal candidate has deep experience managing hyperscaler or data platform alliances, understands the Databricks ecosystem and GTM motion, and possesses a strong network across Databricks sales, partner, and solution engineering organizations.

Key Responsibilities

Strategic Alliance Development

• Develop and manage an annual Joint Business Plan (JBP) with Databricks leadership, including pipeline, bookings, certifications, competencies, and GTM objectives.
• Own and expand the strategic partnership relationship with Databricks across sales, alliances, marketing, and field leadership.
• Develop and execute a multi-year Databricks ecosystem growth strategy aligned to revenue and AI transformation goals.
• Identify and drive initiatives that elevate partner tier/status, competencies, certifications, and co-sell alignment within the Databricks ecosystem.
• Build executive-level relationships with Databricks regional leaders, account executives, partner managers, and solution architects.

Revenue & Pipeline Generation

• Lead strategic account-mapping exercises.
• Identify, source, and influence co-sell opportunities.
• Create pathways to partner-funded programs including workshops, assessments, migration initiatives, accelerators, and innovation engagements.
• Drive partner-sourced and partner-influenced pipeline through account mapping, joint opportunity planning, strategic pursuits, and coordinated field engagement with the Databricks sales team.

Ecosystem & Market Expansion

• Position the organization as a premier Databricks implementation, AI, and data engineering partner.
• Coordinate joint GTM motions including webinars, customer events, executive briefings, industry campaigns, and marketplace initiatives.
• Monitor Databricks ecosystem trends, partner priorities, funding programs, and strategic initiatives to identify new growth opportunities.
• Represent the organization at Databricks events, partner summits, conferences, and industry forums.
• Establish executive governance through executive interlocks and regional operating cadences.

Internal Enablement & Execution

• Partner with delivery, architecture, marketing, and sales teams to develop repeatable offerings aligned to Databricks priorities.
• Develop repeatable co-sell motions and sales plays focused on solution accelerators and service offerings around AI, data modernization, lakehouse transformation, analytics, and enterprise AI.
• Drive internal enablement around Databricks messaging, programs, certifications, and competitive positioning.
• Establish KPIs and executive reporting around alliance performance, pipeline contribution, certifications, and partner engagement.

What You Bring

• 7+ years of experience in strategic alliances, partner development, ecosystem management, or enterprise technology sales.
• Direct experience managing or growing partnerships with Databricks, hyperscalers, or major cloud/data platform ecosystems.
• Demonstrated success driving co-sell revenue, partner-sourced pipeline, and ecosystem growth exceeding $10M+ annually.
• Strong understanding of enterprise data, analytics, AI/ML, cloud modernization, and digital transformation initiatives.
• Experience navigating complex enterprise sales organizations and executive stakeholder environments.
• Experience developing Joint Business Plans, executive governance models, and co-sell operating frameworks.
• Proven ability to influence without authority across sales, delivery, and executive leadership teams.
• Experience working within Global Systems Integrators, consulting firms, or technology services organizations.

Nice to Have

• Existing network and relationships within the Databricks field organization.
• Experience working within consulting, professional services, systems integrators, or technology services organizations.
• Familiarity with partner program structures, MDF/funding mechanisms, competency programs, and marketplace strategies.
• Understanding of modern data architectures including Lakehouse, AI platforms, GenAI, data engineering, and cloud-native analytics.

Perks & Benefits

• Work in a supportive team of passionate AI and Big Data enthusiasts.
• Engage with top-tier global enterprises and cutting-edge startups on international projects.
• Flexible work arrangements, including remote work or modern offices and coworking spaces.
• Career paths, knowledge-sharing initiatives, language classes, and sponsored training or conferences, including access to industry-leading training materials and certifications through partnerships with Databricks and Anthropic.
• Team-building events and an integration budget.
• Work-anniversary, birthday, and milestone celebrations.
• Medical and sports packages, eye care, and well-being support services, including psychotherapy and coaching.
• Full work equipment, including a laptop and other necessary devices.
• Opportunities to build a personal brand through conference speaking, blog writing, and meetups.
• Smooth onboarding with a dedicated buddy and a friendly, supportive, autonomous culture.