Director, Alliance

Databricks
North Rhine-Westphalia
Workplace: OnsiteFull timeFunction: Executive & General ManagementSkills: ["Leadership","Executive presence","Cross-functional leadership","Operational rigor","Strategic planning"]

Lead Partner Sales for the Central EMEA region, building the regional partner ecosystem strategy and driving a partner-first go-to-market motion across Sales, Field Engineering, and Marketing. Own the multi-year partner plan, executive-level partner relationships, and co-sell execution in top accounts. Drive pipeline conversion, product-specific partner GTM campaigns, and partner delivery quality governance using disciplined operating cadence and KPI inspection anchored to Salesforce.

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FursaFursa
Databricks
Databricks
2 days ago

Director, Alliance

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Source: Company careers pageValidated by: Fursa AI
Last checked: 15 hours agoStatus: Live

Job Summary

Lead Partner Sales for the Central EMEA region, building the regional partner ecosystem strategy and driving a partner-first go-to-market motion across Sales, Field Engineering, and Marketing. Own the multi-year partner plan, executive-level partner relationships, and co-sell execution in top accounts. Drive pipeline conversion, product-specific partner GTM campaigns, and partner delivery quality governance using disciplined operating cadence and KPI inspection anchored to Salesforce.
Location: North Rhine-Westphalia
Workplace: Onsite
Employment Type: Full time
Job Function: Executive & General Management
Seniority: Director level

Key Responsibilities

  • •Lead the regional Alliances/C&SI function and develop a high-performing cross-functional team, representing the partner organization in regional leadership forums.
  • •Own the multi-year regional partner territory plan, including partner segmentation, coverage model, and operational rhythm aligned to regional and functional priorities.
  • •Drive partner-first go-to-market strategy and convert it into partner-sourced and partner-influenced pipeline and consumption through executive co-sell and account planning.
  • •Architect partner GTM strategy and run partner-led demand generation at scale, including co-funded campaigns, partner pitch days, and regional kickoff sponsorships.
  • •Hold strategic SI partners and tiered program partners accountable for delivery capability and business development, running disciplined operating cadence of pipeline reviews, forecast, and KPI inspection anchored to Salesforce.
Travel: Medium travel

Key Requirements

  • •Proven people leader who has built and scaled teams of partner sales directors/managers as part of a partner or regional leadership team.
  • •Extensive partner/alliance sales (channel or GTM) experience in enterprise software, cloud, or data, with a track record of partner-sourced pipeline and revenue impact.
  • •Experience engaging global and regional systems integrators at the executive level to lead industry GTM activation and CXO engagement.
  • •Demonstrated ability to drive joint account planning workshops with systems integrators, translating partner capability into sourced pipeline and closed consumption.
  • •Cross-functional influence across Sales, Field/Technical, Marketing, and Cloud partners (AWS, Azure, GCP) in a matrixed environment, including executive presence and operational KPI discipline.
Experience:Partner salesAlliance salesChannel salesGTMEnterprise softwareCloudDataAISystems integrators
Skills:LeadershipExecutive presenceCross-functional leadershipOperational rigorStrategic planning
Languages:English
Tech Stack:SalesforceAWSAzureGCPGenieLakebaseAgentBricksLakeflowLakehouseUnity Catalog

Company Brief

Databricks
Provides a unified data analytics platform powered by Apache Spark to simplify building, deploying, and scaling data engineering, data science, and machine learning workloads for enterprises.
Industry: Data Infrastructure
Company Size: Enterprise (1,001+ employees)
Revenue: USD 1B+
Growth: Scaleup
Valuation: Unicorn (USD 1B+)
Funding: Series E+
Headquarters: San Francisco, United States
Founded: 2013
WebsiteLinkedIn