Databricks Partner Development Manager

KMS Technology • Atlanta, GA

3d • $250,000 - $300,000

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 closely with executive leadership and internal sales, delivery, architecture, and marketing teams to grow the partnership and KMS’s AI and data transformation practice.

The role owns the Databricks relationship and alliance strategy, including developing joint business plans, building executive and field relationships, expanding co-sell activity, and pursuing partner-funded programs. It also coordinates joint go-to-market initiatives, represents KMS at partner and industry events, supports internal enablement, and establishes measures and reporting for alliance performance. Target OTE plus benefits is $250,000–$300,000 annually.

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/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.
• 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/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 relationship 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 improve 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.
• Develop pathways to partner-funded workshops, assessments, migration initiatives, accelerators, and innovation engagements.
• Drive 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.
• Work with delivery, architecture, marketing, and sales teams to develop repeatable offerings aligned with Databricks priorities.
• Develop repeatable co-sell motions and sales plays, and help shape solution accelerators and service offerings around AI, data modernization, lakehouse transformation, analytics, and enterprise AI.
• Drive internal enablement on 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.
• Target OTE plus benefits of $250,000–$300,000 annually.

What This Job Offers

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