Sr. Technology Partner Director, Security & Observability ISV Partnerships
About The Position
Databricks is hiring a Head of Security & Observability ISV Partnerships to recruit, develop, and scale a global partner ecosystem for security and observability workloads on the Databricks data and AI platform. The role owns strategy and execution with leading cybersecurity and observability ISVs, including integrations, joint go-to-market programs, and supporting field teams and customers in realizing the value of combined solutions. The position requires technical and go-to-market expertise, with the ability to work across Product, Engineering, Sales, Marketing, and Security/Trust teams. The role calls for substantial experience with hyperscaler ecosystems and preferably a background at a leading cybersecurity or observability ISV. It is a fast-paced, cross-functional position requiring strong communication, prioritization, presentation, subject-matter expertise, and an entrepreneurial approach.
Requirements
- 10 or more years of experience in product partnerships, business development, or partner management, including 7 or more years focused on security, observability, or cloud ecosystems.
- Proven success launching security and/or observability ISV integrations and go-to-market motions with hyperscalers, with measurable partner-sourced or partner-influenced revenue.
- Deep understanding of and network across cybersecurity and observability ecosystems, including identity, governance, compliance, threat detection, data protection, logging, monitoring, and APM.
- Ability to develop joint value propositions that resonate with technical and business decision-makers.
- Strong cross-functional leadership and ability to influence Product, Engineering, Sales, Marketing, and Security/Trust teams.
- Experience navigating co-opetition dynamics and sensitive partner relationships.
- Excellent written, verbal, and presentation skills, including the ability to develop clear narratives for executive and C-level audiences.
- Grit, humility, and ability to operate in a high-growth, founder-led environment.
- Bachelor’s degree in Computer Science, Engineering, or a related field, or equivalent practical experience.
Nice To Haves
- Experience at a leading cybersecurity or observability ISV.
Responsibilities
- Define and execute Databricks’ security and observability ISV partnership strategy, including segmentation, prioritization, and success metrics.
- Own executive and working-level relationships with leading security and observability ISVs to drive integrations and joint field execution.
- Partner with Product and Security/Trust teams to design, validate, and launch integrations that enhance governance, compliance, security, and observability for Databricks customers.
- Build joint value propositions and scalable go-to-market motions for technical and business audiences, including CISOs, compliance officers, observability leaders, and data practitioners.
- Partner with Sales leadership to design and implement co-sell plays, enablement, and incentives.
- Drive co-marketing initiatives and category-level campaigns with Marketing to generate joint demand.
- Represent Databricks externally with partners, customers, and industry forums.
- Advocate internally for partner and customer needs, influencing product roadmaps and go-to-market strategy.
Benefits
- Potential eligibility for an annual performance bonus.
- Potential eligibility for equity.
- Comprehensive benefits and perks; specific offerings depend on region.
Stand Out From the Crowd
Upload your resume and get instant feedback on how well it matches this job.
What This Job Offers
Job Type
Full-time
Career Level
Senior
