Alliance Director

Databricks
London
Workplace: OnsiteFull timeFunction: Executive & General ManagementSkills: ["Cross-functional collaboration","Operational rigor","ROI discipline","Partner enablement","Execution pace"]

Own the business development motion for a portfolio of Databricks partners in EMEA, turning delivery-first relationships into structured, partner-sourced pipeline and consumption growth. Lead Big Bet account engagements, joint GTM campaigns, Brickbuilder solution plays, and scalable co-sell execution across SI + ISV + Cloud. Partner with Partner Sales, Partner Solutions Architects, and Field Marketing to plan, build repeatable GTM capability inside partner teams, and ensure governance, deal registration, and CRM hygiene.

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FursaFursa
Databricks
Databricks
9 hours ago

Alliance Director

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Last checked: 6 hours agoStatus: Live

Job Summary

Own the business development motion for a portfolio of Databricks partners in EMEA, turning delivery-first relationships into structured, partner-sourced pipeline and consumption growth. Lead Big Bet account engagements, joint GTM campaigns, Brickbuilder solution plays, and scalable co-sell execution across SI + ISV + Cloud. Partner with Partner Sales, Partner Solutions Architects, and Field Marketing to plan, build repeatable GTM capability inside partner teams, and ensure governance, deal registration, and CRM hygiene.
Location: London
Workplace: Onsite
Employment Type: Full time
Job Function: Executive & General Management
Seniority: Director level

Key Responsibilities

  • •Own the business development motion for a defined Gold-tier and Rising Silver partner portfolio in EMEA, co-developing structured GTM plans that drive partner-sourced pipeline volume and velocity.
  • •Lead structured partner industry workshops and quarterly partner GTM campaigns, moving partners from opportunistic co-selling to programmatic demand generation aligned to company priorities.
  • •Translate the Brickbuilder program into live partner GTM plays by identifying use cases, qualifying partners for specialization and Brickbuilder eligibility, and connecting partner solution IP to sales programs and customer outcome maps.
  • •Execute the Power-of-3 motion (SI + ISV + Cloud) through joint account engagements that combine industry depth with hyperscaler funding and ISV capability for multi-workload, multi-year outcomes.
  • •Run partner-facing governance and enablement: manage Plan-on-a-Page and Partner Cockpit discipline, deal registration and SLA compliance, cadenced partner business updates, and CRM hygiene to ensure correct partner-sourced pipeline credit.

Key Requirements

  • •Partner business development or channel sales experience with a proven track record of driving partner-sourced/partner-initiated pipeline, moving partners from reactive delivery to proactive demand creation.
  • •Experience designing and running structured joint partner campaigns (not one-off events) and connecting partner solution IP (e.g., Brickbuilder-style accelerators) to sales programs and customer outcome narratives.
  • •Experience managing a defined partner portfolio (e.g., regional/national SIs), prioritizing partners by commercial fit and growth potential, and producing measurable Joint Business Plans outcomes.
  • •Operational rigor owning deal registration hygiene, KPI/OKR tracking (sourced pipeline, conversion, campaign attribution), pipeline review cadence, and partner governance disciplines (e.g., Plan-on-a-Page, Cockpit).
  • •Cross-functional collaboration across PSM, PSA, Field Marketing, and Field Sales/Pre-Sales leaders to qualify, advance, and close partner-sourced opportunities, including navigating Sales/partner alignment and accreditation.
Experience:Partner ecosystemChannel salesEMEAData & AI
Skills:Cross-functional collaborationOperational rigorROI disciplinePartner enablementExecution pace
Languages:English
Tech Stack:Big BetBrickbuilderPower-of-3AWSMicrosoftGCPCRMPlan-on-a-PagePartner CockpitMDF

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