Your responsibilities

Strategic Alliance Development
Develop and manage an annual Joint Business Plan (JBP) with Databricks leadership, including pipeline, bookings, certifications, competencies, and GTM objectives
Own and expand the strategic partnership relationship with Databricks across sales, alliances, marketing, and field leadership
Develop and execute a multi-year Databricks ecosystem growth strategy aligned to Addepto revenue and AI transformation goals
Identify and drive initiatives that elevate partner tier/status, competencies, certifications, and co-sell alignment within the Databricks ecosystem
Build executive-level relationships with Databricks regional leaders, account executives, partner managers, and solution architects
Revenue & Pipeline Generation
Lead Strategic Account Mapping exercises
Identify, source, and influence co-sell opportunities
Create pathways to partner-funded programs including workshops, assessments, migration initiatives, accelerators, and innovation engagements
Drive partner-sourced and partner-influenced pipeline through account mapping, Joint opportunity planning, strategic pursuits and co-ordinated field engagement with Databricks sales team.
Ecosystem & Market Expansion
Position Addepto as a premier Databricks implementation, AI, and data engineering partner
Coordinate joint GTM motions including webinars, customer events, executive briefings, industry campaigns, and marketplace initiatives
Monitor Databricks ecosystem trends, partner priorities, funding programs, and strategic initiatives to identify new growth opportunities
Represent KMS at Databricks events, partner summits, conferences, and industry forums
Establish executive governance through executive interlocks, and regional operating cadences
Internal Enablement & Execution
Partner with delivery, architecture, marketing, and sales teams to develop repeatable offerings aligned to Databricks priorities
Develop repeatable Co-sell motion and sales play focused on helping shape solution accelerators and service offerings around AI, data modernization, lakehouse transformation, analytics, and enterprise AI
Drive internal enablement around Databricks messaging, programs, certifications, and competitive positioning
Establish KPIs and executive reporting around alliance performance, pipeline contribution, certifications, and partner engagement

Our requirements

7+ years of experience in strategic alliances, partner development, ecosystem management, or enterprise technology sales
Direct experience managing or growing partnerships with Databricks, hyperscalers, or major cloud/data platform ecosystems
Demonstrated success driving co-sell revenue, partner-sourced pipeline, and ecosystem growth exceeding $10M+ annually
Strong understanding of enterprise data, analytics, AI/ML, cloud modernization, and digital transformation initiatives
Experience navigating complex enterprise sales organizations and executive stakeholder environments
Experience developing Joint Business Plans, executive governance models, and co-sell operating frameworks
Proven ability to influence without authority across sales, delivery, and executive leadership teams
Experience working within Global Systems Integrators, consulting firms, or technology services organizations

Optional

Existing network and relationships within the Databricks field organization
Experience working within consulting, professional services, systems integrators, or technology services organizations
Familiarity with partner program structures, MDF/funding mechanisms, competency programs, and marketplace strategies
Understanding of modern data architectures including Lakehouse, AI platforms, GenAI, data engineering, and cloud-native analytics

What we offer

Work in a supportive team of passionate enthusiasts of AI & Big Data.
Engage with top-tier global enterprises and cutting-edge startups on international projects.
Enjoy flexible work arrangements, allowing you to work remotely or from modern offices and coworking spaces.
Accelerate your professional growth through career paths, knowledge-sharing initiatives, language classes, and sponsored training or conferences, including partnerships with Databricks and Anthropic, which offer industry-leading training materials and certifications.
Participate in team-building events and utilize the integration budget.

Celebrate work anniversaries, birthdays, and milestones.
Access medical and sports packages, eye care, and well-being support services, including psychotherapy and coaching.
Get full work equipment for optimal productivity, including a laptop and other necessary devices.
With our backing, you can boost your personal brand by speaking at conferences, writing for our blog, or participating in meetups.
Experience a smooth onboarding with a dedicated buddy, and start your journey in our friendly, supportive, and autonomous culture.

Databricks Partner Development Manager

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