Sr. Alliance Director - Head of AMER ISV

Databricks • San Francisco, CA

135d • $160,200 - $224,250

About The Position

We are looking for a highly skilled, strategic, and tenacious AMER ISV Leader with strong vision and unparalleled execution. You will design, develop, and execute the GTM strategy and programs with ISVs. You have driven scale and produced multiplier effects. You will define priorities, drive high activity, work closely with the leadership team, and roll up your sleeves to execute. Your program will drive competitive advantage to our ISV partners, accelerate Databricks’ growth, and unlock business impact to joint customers.

Requirements

• 15 years of experience selling Software, SaaS, and Cloud Sales.
• 8+ years of experience in securing and supporting ISV partners at scale, with a track record of success in planning and executing ISV co-sell programs.
• Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer).
• Degree in business, economics, engineering, finance, science, or math preferred.
• Track record of building strong ecosystems of lucrative customer relationships and cross-functional partnerships (Sales, Engineering, Marketing) skills.
• Outstanding communication skills (verbal, written, and presentation) for both technical and executive audiences.
• Technically Knowledgeable in the open source software, big data, IoT, and/or cloud computing space.
• Ability to translate technical concepts into business value, interacting with both business executives and technical audiences (data scientists and engineers).
• In-depth understanding of alliance/partner organisations, key stakeholder management, joint value proposition development, and delivering field enablement programs.
• Possess the aptitude to learn quickly and establish credibility.
• Proactive, entrepreneurial spirit and tenacious team player.

Responsibilities

• Develop and execute an AMER GTM strategy, implementing innovative strategies that expand our market presence.
• Launch sales plays and programs within Databricks, ISVs, and our shared ecosystem with an industry-first lens.
• Work with Sales Dev, Demand Gen, and Marketing to launch outbound and inbound campaigns to spread awareness and support pipeline creation for the joint solutions.
• Create and drive operational rigor for cadence, reporting, KPIs, escalation process, stakeholder updates, and QBRs.
• Conduct market research, including customer discussions and aggregated customer feedback, to identify trends, customer needs, and competitive landscape to inform solution development and partner strategy.
• Develop an environment for winning and success to further nurture a ‘one team’ collaborative culture.
• Collaborate with enablement, sales, and solution engineering teams to drive ISV-related sales motions, including training, messaging, and co-selling efforts.
• Anticipate (and proactively solve) channel conflict, support deal creation through close, drive account field engagement with BU leaders and strategic priority accounts.
• Understand and align the right ISVs to Sales priorities, company priorities, and critical industry imperatives.
• Work with ISV Partner C-suite, Alliance, and Sales teams to build and execute on GTM plans in region.
• Facilitate Regional QBRs with important partners.
• Create and deliver enablement through AMER on how best to work with ISVs and which ISVs to work with for certain industry imperatives and company priorities.
• Lead Sales workshops between partners and Databricks to unlock new use cases and progress said pipeline.
• Engage top data and AI leadership, industry leadership, and the C-suite to build mindshare with top ISVs and build a program that is just as much a competitive differentiator for partners as our product.
• Drive Partner Power Play, aligning the right ISVs to the right SIs.
• Define repeatable use cases and work with the industry team and partners to build Brickbuilder Solutions.
• Identify cross-functional gaps and work to bring teams together to solve them.
• Identify gaps in our ecosystem portfolio and assist in recruiting the appropriate partners.
• Drive efficiencies and productivity across their region, guiding on accurate activity tracking from a depth of experience.
• Interlock and build effective relationships with Sales teams, Business Development, Product, Engineering, Pre-sales, Post-sales, Marketing, Partners, and other partners in the ecosystem.

Benefits

• Comprehensive benefits and perks that meet the needs of all employees.
• Eligibility for annual performance bonus.
• Equity options.

What This Job Offers

• Job Type: Full-time
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees