Delivery Partner Manager, FDE

Databricks•San Francisco, CA

11h

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 system integrators to co-deliver Databricks services engagements and help deliver customer project outcomes. The role builds relationships with Global and Regional System Integrators and regional partner teams, develops partner capabilities in generative AI, and drives partner business reviews, roadmaps, delivery governance, quality measurement, and assurance and advisory programs. It also supports partner intellectual property and service delivery kits, training and certification, specialization programs, onboarding, resource planning, project allocation, and partner performance indicators. The manager works across FDE, channel, resource management, legal, people operations, and other teams. Responsibilities include selecting and coordinating delivery partners for projects, supporting contractual negotiations, addressing partner escalations, and 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 in an FDE or consulting organization as a partner manager and/or consulting manager.
Experience managing partner or third-party enablement, including upskilling teams to provide delivery capabilities.
Ability to work directly with partners and customers to gather, prioritize, plan, and execute solutions to technology-related business requirements.
Experience managing commercial agreements with partners, including statements of work for services management.

Responsibilities

Use Databricks delivery partners to accelerate customer project outcomes in coordination with the FDE team.
Build and develop FDE relationships with GSIs, RSIs, and regional partner teams to support bi-directional pipeline reviews and engagements, including subcontracting and advisory work.
Incubate and ramp new partners with generative AI capabilities.
Lead 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 successful delivery on services-led and partner-supported implementations.
Support global partner-quality programs, 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 bi-weekly reviews and deal governance.
Support partner intellectual property efforts, including creating service delivery kits to scale the ecosystem.
Coordinate with delivery partner organizations to ensure personnel have appropriate training and certification to deliver Databricks projects according to best practices.
Champion and provide thought leadership for specialization programs.
Implement and lead programs to meet requirements and exceed delivery quality.
Build and maintain partner-resource onboarding processes to support effective utilization and service quality across customer deliveries.
Work with resource management to oversee pipeline planning with delivery partners and ensure timely partner-resource availability for services opportunities.
Allocate or outsource projects to services partners, select appropriate partners, and work closely with them to support project success.
Work with legal, people operations, and other cross-functional teams on bilateral 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.