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Databricks

✓ Verified Sponsor

Director, Alliance

🗓️ Posted 2026-08-24 Germany Hybrid Sales

Company shared salary

NA

Market rate

10,000 EUR–15,000 EUR/mo (120,000 EUR–180,000 EUR/yr)

Based on similar roles (title + domain + location).

Responsibilities

  • ● Lead Partner Sales for the Central EMEA region (Germany, CH, Austria, Eastern Europe), focused on consulting and Systems Integrator (C&SI) partners, as a member of the Regional Leadership Team.
  • ● Build the regional ecosystem strategy and plan aligned with regional and functional priorities.
  • ● Manage Partner Sales managers/directors in the region.
  • ● Own the partner go-to-market strategy for the assigned region.
  • ● Drive co-sell motions in top accounts.
  • ● Work with priority partners for co-sell and co-deliver.
  • ● Build durable pipelines and hold partners accountable to execution that converts to partner-sourced and partner-influenced consumption.
  • ● Drive the partner-first motion across Sales, Field Engineering, Marketing, and work with the extended team of Partner Solution Architects, Partner Marketing, Partner Management and Partner Enablement.
  • ● Carry Databricks' regional partner narrative to senior partner executives in the partner ecosystem.
  • ● Own and grow executive relationships and commitment with strategic partners across the region - including global and regional systems integrators (e.g. Accenture, Deloitte, Capgemini) and specialist data and AI partners.
  • ● Lead the regional Alliances/C&SI function, building and developing a high-performing cross-functional team while representing the partner organisation in regional leadership forums.
  • ● Own the multi-year regional partner territory plan - forming a compelling 3-year vision with partner segmentation, coverage model, and operational rhythm aligned to regional and functional priorities.
  • ● Own executive-level partner relationships, building joint business plans and executive-ready narratives that represent Databricks credibly to senior partner and customer leadership.
  • ● Drive joint account planning workshops in Top/must-win accounts with priority partners as the primary co-sell and pipeline creation mechanism.
  • ● Coach AEs and scale the partner motion through the field.
  • ● Architect the regional partner GTM strategy and convert it into a tangible, partner-sourced and partner-influenced pipeline and consumption.
  • ● Drive partner-led demand generation at scale - industry events, co-funded campaigns, partner pitch days, and regional kickoff sponsorships.
  • ● Own product-specific partner campaigns (Migration & Modernisation, Genie, Lakebase, AgentBricks) aligned to platform priorities.
  • ● Proactively build partner capability on new products to maintain delivery coverage.

Requirements

  • ● Deep industry knowledge.
  • ● An operator's mindset powered by modern AI tooling.