Delivery Partner Manager, FDE

Databricks•Seattle, WA

2h•$101,600 - $174,700

About The Position

The Delivery Partner Manager supports Databricks’ Forward Deployed Engineering (FDE) mission to accelerate and de-risk customer business outcomes through effective enablement and delivery of Databricks platform technology. This individual contributor oversees the Databricks Delivery Partner Program, working with key system integrators to co-deliver Databricks services engagements and help leading enterprise customers achieve their project outcomes. The role develops partner relationships and delivery programs, including partner enablement, governance, resource planning, quality measurement, and allocation of projects to services partners. It also collaborates with internal teams and partner organizations on assurance and advisory services, partner IP, contractual negotiations, and resolution of delivery escalations. The position includes coaching and mentoring junior team members and partner resources.

Requirements

Extensive industry experience, including resource management and demand pipeline management.
A record of success navigating and driving engagements with large enterprise organizations, with a focus on FDE.
Extensive experience within an FDE or consulting organization as a Partner Manager and/or Consulting Manager.
Experience managing enablement for partners or third-party organizations, including upskilling teams to provide delivery capabilities.
Ability to work directly with partners and customers to gather, prioritize, plan, and execute solutions for technology-related customer business requirements.
Experience managing commercial agreements with partners, including statements of work supporting services management.

Responsibilities

Work with the FDE team to use Databricks delivery partners to accelerate customer project outcomes.
Build FDE relationships with Global System Integrators, Regional System Integrators, and regional Partner teams, supporting bidirectional pipeline reviews and engagements, including subcontracting and advisory work.
Lead efforts to incubate and ramp new partners with Generative AI capabilities.
Conduct monthly and quarterly business reviews with priority partners and develop long-term roadmaps for Professional Services partner delivery priorities.
Develop scorecards and feedback loops to segment partners by focus areas, regions, and company priorities.
Drive delivery governance to ensure partner quality and delivery on Services-led and partner-supported implementations.
Support global programs to measure partner quality, including CSAT, partner surveys, and program governance.
Lead programs aligned with FDE and Partner strategy for assurance and advisory services.
Work with cross-functional channel teams to enable GSIs, RSIs, and SIs on assurance services, and support biweekly reviews and deal governance.
Support partner intellectual property efforts, including creation of service delivery kits to scale the ecosystem.
Coordinate with Delivery Partner organizations to ensure personnel have the required training and certifications to deliver Databricks projects using best practices.
Champion and provide thought leadership for specialization programs, and implement programs to achieve requirements and exceed delivery-quality standards.
Build and maintain an onboarding process for partner resources to support effective utilization and service quality across customer deliveries.
Work with Databricks resource management to oversee pipeline planning with delivery partners and ensure timely partner resource availability for services opportunities.
Allocate and outsource projects to Services partners, select suitable partners, and work closely with them to ensure project success.
Work with legal, people operations, and other cross-functional organizations to support bidirectional contractual negotiations.
Advocate internally for partner needs and manage escalations and issues on partner-delivered projects.
Develop, implement, and monitor Key Performance Indicators for each Services partner.
Coach and mentor junior team members and partner resources.