Databricks Alliance Manager

The Senior Manager, Databricks Alliance is responsible for owning and scaling our strategic partnership with Databricks while building a complementary portfolio of data ecosystem partnerships that accelerate our AI, data engineering, and analytics capabilities.

Approximately 75% of this role focuses on the Databricks partnership, with the remaining time dedicated to developing strategic technology relationships that enhance the combined value proposition for our customers.

This role serves as the primary owner for co-sell engagement, joint go-to-market strategy, partner specializations, revenue influence, and executive alignment with Databricks. Working closely with Sales, Product, Marketing, and Services leaders, the Alliance Manager will operationalize the Databricks partnership at scale while building repeatable motions that increase partner-sourced and partner-influenced pipeline and customer value delivery.

This position reports to the Chief Alliances Officer and collaborates closely with global alliance, sales, product, marketing, and delivery leadership.

• Develop and execute a multi-year Databricks alliance strategy aligned to business growth objectives, with clear focus on co-sell motions, attach rates, and net-new customer acquisition
• Own Databricks partnership KPIs including partner-sourced pipeline, partner-influenced revenue, deal velocity, specialization progression, and customer joint success metrics
• Build and scale repeatable co-sell plays that embed Databricks value propositions into sales cadences and enable field sellers to confidently position joint solutions
• Establish disciplined governance of alliance activities globally, including opportunity tracking, performance reviews, and strategy adjustments based on market feedback
• Build trusted relationships with Databricks executive leadership, partner managers, sales leaders, field account executives, and solution specialists across geographies
• Operationalize joint GTM initiatives with Databricks across Sales, Marketing, and Services, including:
  • Territory planning cycles and seller enablement with Databricks value narratives
  • Joint demand generation campaigns, account-based marketing (ABM), and lead routing processes
  • Co-sell playbooks for key use cases (Lakehouse, real-time analytics, generative AI, ML at scale)
  • Partner-led events, webinars, and field engagement at industry conferences
• Drive field seller productivity through:
• 1:1 alignment between internal Account Executives and Databricks AEs across key accounts and regions
• Structured engagement cadences and training on Databricks capabilities, competitive positioning, and customer success metrics
• Deal progression support, including opportunity registration, co-sell pipeline tracking, and joint business reviews
• Sales collateral, solution briefs, and customer case studies highlighting integrated capabilities
• Support partner ecosystem activation with System Integrators, Consulting Partners, and Technology ISVs that extend Databricks solutions through our delivery practices

• Own Databricks Partner Network (DPN) maturity progression
  , including:
  • Tier advancement roadmap and achievement (Bronze → Silver → Gold/Premier status)
  • Technical specialization requirements and certification tracking
  • MDF (Marketing Development Funds) program optimization and ROI
  • Partner Value Score (PVS) improvement and recognition programs
  • Brick builder program participation and co-innovation initiatives
• Drive internal technical readiness by collaborating with:
  • Delivery and Services teams to grow certifications and hands-on delivery capability
  • Sales Engineering to deepen product knowledge and competitive win strategies
• Manage…