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Senior Director, Alliance
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ICT
💰 Salary Not shared
📊 Market NA
About the Company
The Consulting & Systems Integrator (C&SI) team accelerates Databricks' growth by building and managing relationships with the world's leading data and AI services companies.
Responsibilities
- ● Lead the strategic partnership motion across Databricks' highest-tier named Platinum-tier partners in EMEA, driving partner-impacted consumption ( DBU), partner-sourced pipeline, executive alignment, and joint innovation at scale.
- ● Manage the named Platinum partner relationships at the EMEA level.
- ● Lead a team that includes a direct report managing Gold-tier and priority Silver-tier partners.
- ● Provide end-to-end coverage of Databricks' most impactful partner tiers in EMEA.
- ● Own and drive the EMEA GSI strategy across named Platinum-tier partners, building strategic relationships.
- ● Engage the C-Suite at each Platinum partner to co-develop the EMEA Strategy and Business Plan, with clear goals for consumption, bookings, certification, and joint innovation.
- ● Lead partners through Databricks' next wave of platform innovation - Lakebase (OLTP use cases), Genie & AI/BI (winning business users), Agentic AI, and platform expansion - ensuring GSI partners build practices, solutions, and certified capacity around these strategic priorities.
- ● Drive joint co-innovation with partners around repeatable IP and Brickbuilder Solutions - activating go-to-market campaigns that position Databricks and partners as the platform of choice for enterprise Data + AI transformation.
- ● Ensure partners are building differentiated practices that drive customer adoption of Databricks' newest capabilities.
- ● Activate partner-led migration motions through structured plays and funded programs.
- ● Manage a team of EMEA partner managers, including a direct report (Alliance Director) who owns the Gold-tier and Rising Silver partner portfolio - providing coaching, development, and strategic direction.
- ● Maintain trust and collaboration with the regional leadership and partner sales teams, including clear strategy, planning, and governance of partner plans in the EMEA region.
- ● Align with regional partner sales leaders to drive growth in sourced and consumption with named partners.
- ● Create and foster executive-level relationships at all levels within each partnership.
- ● Establish healthy and sustainable executive cadences with priority partners.
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