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Partner Sales Director, Digital NativeDatabricks · San Francisco, California
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Databricks

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Partner Sales Director, Digital Native

✓ This company has sponsored visas before. The posting doesn't say so, but it's still worth applying.

🗓️ Posted 2026-08-18 San Francisco, California Hybrid ICT
💰 Salary Not shared 📊 Market ₹16,667–₹29,167/mo

About the Company

Databricks is the Data and AI company. More than 20,000 organizations worldwide - including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and over 60% of the Fortune 500 - rely on Databricks to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified Data Intelligence Platform that includes Agent Bricks, Lakeflow, Lakehouse, Lakebase and Unity Catalog. --- Databricks applicants Please apply through our official Careers page at databricks.com/company/careers. All official communication from Databricks will come from email addresses ending with @databricks.com or @goodtime.io (our meeting tool). Software Development Specialties: Apache Spark, Apache Spark Training, Cloud Computing, Big Data, Data Science, Delta Lake, Data Lakehouse, MLflow, Machine Learning, Data Engineering, Data Warehousing, Data Streaming, Open Source, Generative AI, Artificial Intelligence, Data Intelligence, Data Management, Data Goverance, Generative AI, AI/ML Ops

Responsibilities

  • ● Own the partner go-to-market strategy, architecting joint solutions with strategic partners, building durable pipelines, and holding partners accountable to execution that converts to partner-sourced and partner-influenced consumption.
  • ● Set the agenda across Sales, Field Engineering, Marketing, Partner Solution Architecture, and the partner ecosystem.
  • ● Carry Databricks' DNB partner narrative to senior partner and customer executives.
  • ● Own and grow relationships with strategic partners across the business, including global and regional systems integrators such as Accenture, Deloitte, Capgemini, and IBM, and specialist data and AI partners.
  • ● Own the partner territory plan for the DNB business.
  • ● Build joint business plans and executive-ready narratives, and represent Databricks credibly to senior partner and customer leadership.
  • ● Set direction across Sales, Field Engineering, Marketing, Partner Solution Architecture, and partner leadership, resolving friction and keeping strategic deals moving.
  • ● Architect the DNB partner GTM strategy and convert it into durable, partner-sourced and partner-influenced pipeline and consumption across the vertical.
  • ● Hold strategic SI/ISV partners to joint commitments; inspect co-sell motions rigorously and remove friction so partners execute effectively against shared pipeline and revenue goals.
  • ● Co-create differentiated, industry-specific joint solutions, accelerators, and repeatable GTM plays that pair partner capability with the Databricks platform to solve high-value DNB use cases.
  • ● Run a disciplined operating cadence including pipeline reviews, forecast, and KPI inspection anchored to Salesforce as the system of record; report impact, not activity.
  • ● Apply an operator mindset with AI-driven tools to improve forecasting accuracy, pipeline quality, solution development speed, and partner attribution.

Requirements

  • ● 8+ years in partner/alliance sales, channel, or GTM at an enterprise software, cloud, or data company.
  • ● Proven track record of building partner-sourced pipeline and driving measurable revenue impact.
  • ● Demonstrated ability to hold partners accountable and drive effective joint execution - from account planning through co-sell to closed consumption.
  • ● Experience developing joint solutions with SI/ISV partners - translating industry use cases into repeatable, differentiated offerings.
  • ● Track record of cross-functional leadership across Sales, Field/technical, Marketing, and partners in a matrixed environment.
  • ● Strong executive presence - shapes a business narrative and aligns senior internal, partner, and customer executives.
  • ● Deep industry knowledge and an operator's mindset powered by modern AI tooling.