Databricks Partner Development Manager

KMS Technology • Atlanta, GA

2d

About The Position

KMS is seeking a high-impact, relationship-driven Databricks Partner Development Manager to lead and scale its strategic partnership within the Databricks ecosystem. This senior individual contributor role focuses on alliance growth, market visibility, partner-funded opportunities, and strengthening KMS’s position in the Databricks partner ecosystem. The role works with executive leadership and internal delivery, architecture, marketing, and sales teams to develop repeatable offerings and coordinated go-to-market activity.

The successful candidate will bring experience managing hyperscaler or data-platform alliances, knowledge of the Databricks ecosystem and go-to-market motion, and strong relationships across Databricks sales, partner, and solution engineering organizations. Success includes increasing Databricks-related pipeline, expanding executive and field engagement, unlocking partner-funded opportunities, improving partner status and visibility, and positioning KMS as a strategic services partner in AI and data transformation.

Requirements

• At least 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 or data-platform ecosystems.
• Demonstrated success driving co-sell revenue, partner-sourced pipeline, and ecosystem growth exceeding $10 million 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.

Nice To Haves

• 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 and funding mechanisms, competency programs, and marketplace strategies.
• Understanding of modern data architectures, including Lakehouse, AI platforms, GenAI, data engineering, and cloud-native analytics.

Responsibilities

• Develop and manage an annual Joint Business Plan with Databricks leadership covering pipeline, bookings, certifications, competencies, and go-to-market objectives.
• Own and expand KMS’s strategic partnership with Databricks across sales, alliances, marketing, and field leadership.
• Develop and execute a multi-year Databricks ecosystem growth strategy aligned with KMS revenue and AI transformation goals.
• Drive initiatives to elevate partner tier or status, competencies, certifications, and co-sell alignment.
• Build executive-level relationships with Databricks regional leaders, account executives, partner managers, and solution architects.
• Lead strategic account mapping exercises with the Databricks field team.
• Identify, source, and influence co-sell opportunities with Databricks field teams.
• Create pathways to partner-funded programs, including workshops, assessments, migration initiatives, accelerators, and innovation engagements.
• Generate partner-sourced and partner-influenced pipeline through account mapping, joint opportunity planning, strategic pursuits, and coordinated field engagement.
• Position KMS as a premier Databricks implementation, AI, and data engineering partner.
• Coordinate joint go-to-market activities, including webinars, customer events, executive briefings, industry campaigns, and marketplace initiatives.
• Monitor Databricks ecosystem trends, partner priorities, funding programs, and strategic initiatives to identify growth opportunities.
• Represent KMS at Databricks events, partner summits, conferences, and industry forums.
• Establish executive governance through executive interlocks and regional operating cadences.
• Partner with delivery, architecture, marketing, and sales teams to develop repeatable offerings aligned with Databricks priorities.
• Develop repeatable co-sell motions and sales plays.
• Help shape solution accelerators and service offerings in 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 for alliance performance, pipeline contribution, certifications, and partner engagement.

Benefits

• 100% company-paid medical, dental, and vision insurance.
• 401(k) with generous company match.
• Pre-tax FSA options.
• Employer-paid short-term disability, long-term disability, and basic life insurance.
• Self-managed unlimited PTO.
• Paid parental leave.
• Remote/hybrid flexibility.
• Opportunities for career growth, mentorship, and leadership.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed