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Databricks
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Sr. Alliance Manager
Sales
Company shared salary
NA
Market rate
₹500,000–₹900,000/mo (₹6,000,000–₹10,800,000/yr)
Based on similar roles (title + domain + location).
About the Company
The Partner Development Center (PDC) develops Databricks' C&SI partner ecosystem at scale. We accelerate the growth of Rising 100 and active Bronze partners through structured, high-touch engagement, while driving systematic activation of Bronze partners through AI-powered automation. Rising 100 partners receive business plan-led, white-glove engagement: structured development plans, biweekly cadence, and accountability to measurable GTM milestones. Active Bronze partners are engaged through cohort-based programs designed to build the next generation of high-performing Databricks partners. This India-based Sr. Alliance Manager is the dedicated PDC resource for EMEA and APJ. You will manage approximately 50 Rising 100 C&SI partners across both regions, with additional accountability for Bronze-tier cohort activation. You will own the full partner development lifecycle: joint business plan design and coaching, Bronze-to-Silver progression mechanics, and co-sell coordination with field sales. Daily work involves AEs, Solution Architects, Partner Marketing, Enablement, Legal, and Ops across multiple time zones. This role reflects Databricks' deepening investment in India. As we expand COE partnerships with leading global SIs, this hire is the face of that investment for our EMEA and APJ partner ecosystem. Build and manage Joint Business Plans (JBPs) with 50 Rising 100 SI partners: quarterly KPI setting, milestone tracking, and biweekly coaching cadences. Drive partners against Rising 100 health metrics: sourced MRR trajectory, certification milestones, 90-day pipeline activity, and Partner Value Score (PVS) lift. Own the opt-in commitment model: partner selection, goal-setting, and entry/exit criteria enforcement within your regional cohort. Act as the regional escalation point for Rising 100 partners. Track where each partner stands against their next milestone before they ask. Design and run cohort-based engagement programs for Bronze-tier partners pursuing
Requirements
- ● Commercial orientation: you read business plans and ask what is actually driving the number. You know when a partnership is performing and when it is coasting.
- ● Connector: you know which conversation to have and who needs to be in the room. You bring field AEs, partner leadership, and Databricks product teams to the same table when it matters.
- ● Truth-seeker: you go to the source. When data and anecdote conflict, you ask why. You surface what is systemic versus what is fixable through coaching.
- ● Partner experience: you think about what this program feels like from the partner's side. Friction in onboarding, slow follow-up, and vague milestone criteria are not small things.
- ● Autonomous operator: you identify what needs to happen, align the right stakeholders, and move. You follow up before being asked.
- ● Joint Business Plans reviewed and refreshed for all active Rising 100 EMEA/APJ partners.
- ● Regional partner scorecard established: PVS baseline, sourced MRR pipeline, certification count, and deal registration volume per cohort.
- ● Bronze cohort engagement sequence designed and piloted for at least one EMEA segment.
- ● Key cross-functional relationships established with regional field AEs/SAs, local country alliance leaders (including EMEA Alliance team), and Partner Marketing.
- ● PDC Office Hours running on a cadenced schedule for EMEA/APJ time zones.
Benefits
- ● At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here .
- ● At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
- ● If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.
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