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.

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 shaping 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 AI and Big Data professionals.
• Engage with global enterprises and startups on international projects.
• Flexible work arrangements, including remote work, modern offices, and coworking spaces.
• Career paths, knowledge-sharing initiatives, language classes, and sponsored training or conferences, including Databricks and Anthropic training materials and certifications.
• 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 necessary devices.
• Opportunities to build a personal brand through conference speaking, blog writing, and meetups.
• Smooth onboarding with a dedicated buddy.