Global Alliance Leader – Databricks

Thoughtworks•New York, NY

4d•Hybrid

About The Position

Turn the Databricks partnership into a revenue engine. As our Databricks Alliance Leader, you'll drive measurable growth by building and executing co-sell motions with Databricks' field teams—transforming our alliance relationship into closed deals, not just handshakes. This role combines strategic influence with tactical execution. You'll shape joint go-to-market strategies alongside Databricks sales leaders, then roll up your sleeves to co-sell Data Intelligence Platform, Unity Catalog, and GenAI/Mosaic AI offerings directly with Databricks field teams. Your success will be measured in pipeline generated, deals closed, and revenue delivered.

Requirements

Deep expertise in the Databricks ecosystem — the Data Intelligence Platform, Mosaic AI/GenAI capabilities, Unity Catalog, Delta Lake, and how they fit within broader cloud data architectures on AWS, Azure, and GCP.
A proven partnership mindset — experience executing co-sell motions with a major technology vendor's field teams, not just managing alliance relationships at arm's length.
Strong consultative sales instincts — ability to position Thoughtworks as the go-to Databricks implementation partner and influence enterprise data and AI strategy at the C-level.
Hands-on familiarity with adjacent technologies — including hyperscaler AI services (Bedrock, Azure OpenAI, Vertex AI), complementary data platforms, and how they integrate with Databricks.
Advanced deal-structuring skills for complex, multi-stakeholder Data & AI engagements with sophisticated commercial arrangements.
Clear communication across audiences — from data engineers debating medallion architecture to executives evaluating data platform strategy.
Leadership presence to drive collaboration across the Databricks partnership and set high standards for delivery excellence.
Progressive experience in technology consulting, strategic alliance management, or partner sales — with a focus on data platforms, cloud, or enterprise AI transformation.
Demonstrable track record driving co-sell motions specifically within the Databricks partner ecosystem, or a closely comparable data platform vendor (Snowflake, cloud hyperscaler).
Proven success closing complex, multi-party Data & AI transformation deals — including lakehouse modernization, GenAI implementations, and analytics platform migrations.
In-depth practical exposure to Databricks product portfolio and go-to-market model, alongside cloud platforms (AWS/Azure/GCP) and the broader partner landscape.
A hustler mentality with genuine excitement about using data and AI to solve hard business problems — and the collaborative spirit to do it through partnership.

Responsibilities

Own and execute a joint market development plan with Databricks to grow our Data & AI practice, spanning data lakehouse modernization, unified governance, and GenAI/agentic AI built on the Databricks Data Intelligence Platform.
Develop trusted relationships with Databricks' sales executives, solution architects, and partner teams to generate qualified co-sell pipeline, identify target accounts, and accelerate deals through joint pursuit motions.
Lead tri-party opportunities that bring together Databricks capabilities, complementary. hyperscaler environments (AWS, Azure, GCP), and Thoughtworks' implementation expertise to create compelling, differentiated client solutions.
Leverage the Databricks partner ecosystem to identify new opportunities, develop Data & AI offering portfolios built on Databricks technology, and execute targeted sales strategies that close new business.
Embed Databricks solutions into proposals, POCs, and delivery plans—selecting the right platform capabilities (Delta Lake, MLflow, Mosaic AI, Unity Catalog) for each client context.
Hit revenue targets, pipeline metrics, and Databricks technology adoption KPIs across all partner engagements.
Mentor colleagues, grow our Databricks practice community, and raise the bar on how Thoughtworks positions and delivers Databricks-powered solutions.