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Alliance DirectorDatabricks · London, United Kingdom
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Databricks

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Alliance Director

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

🗓️ Posted 2026-08-26 London, United Kingdom Hybrid Sales
💰 Salary Not shared 📊 Market 8,333 GBP–16,667 GBP/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

  • ● Serve as the business development engine for Databricks' Gold-tier and Rising Silver partner portfolio in EMEA, owning the motions that convert partner relationships into partner-sourced pipeline and consumption growth.
  • ● Own the business development motion for a defined portfolio of Gold-tier and Rising Silver partners in EMEA, co-developing structured GTM plans with the partners that drive partner-sourced pipeline volume (early-stage opportunity creation) and velocity aligned to the partner-sourced contribution targets.
  • ● Lead a targeted number of partner industry workshops per partner per year and run a defined number of structured partner GTM campaigns per quarter, moving partners from opportunistic co-selling to programmatic, campaign-driven demand generation aligned to Company and GTM Priorities.
  • ● Translate the Databricks Brickbuilder program into live partner GTM plays - identifying the right use cases, qualifying partners for Specialization and Brickbuilder eligibility, and connecting partner solution IP to Databricks sales programs and customer outcome maps for the key industries.
  • ● Execute the Power-of-3 motion (SI + ISV + Cloud) within your partner portfolio, brokering joint account engagements that combine your partners industry depth with cloud hyperscaler funding, and ISV capability to create multi-workload, multi-year customer outcomes.
  • ● Build GTM capacity inside your partner portfolio - driving sales badge completion, sales masterclasses, partner champion development, and Specialization progression - moving partners from certified to market-making, with the goal that each priority partner has a dedicated Databricks GTM team operating at the Databricks field standard.
  • ● Own the partner-facing governance model for your portfolio: Plan-on-a-Page and Partner Cockpit discipline, deal registration and SLA compliance, cadenced partner business updates, and the CRM hygiene that ensures partner-sourced and delivery pipeline is correctly marked and credited.
  • ● Run co-marketing investment decisions for your portfolio (MDF, Accelerate, co-sponsored demand gen), applying ROI discipline - strategic impact over activity volume - aligned to the principle that investment is intent, not incremental spending.
  • ● Operate as a Partner First leader in the field, treating priority partners as extensions of the Databricks sales team: setting accountability expectations, recognizing and scaling what works, and being the first call for partners who are creating net-new pipeline in accounts.

Requirements

  • ● Partner business development or channel sales experience