Sr. Alliance Director - Head of AMER ISV
Databricks is seeking a highly skilled, strategic AMER ISV Leader to design, develop, and execute the GTM strategy with ISVs, drive scale, and unlock business impact for joint customers. The role requires defining priorities, driving high activity, partnering with the leadership team, and hands-on execution to create competitive advantage for ISV partners and fuel Databricks' growth.
Responsibilities
- GTM Strategy & Execution: Develop and execute an AMER GTM strategy with ISVs to expand market presence.
- Sales Programs: Launch sales plays and partner programs with Databricks, ISVs, and ecosystem partners (Cloud, SIs, other ISVs).
- Demand Generation: Partner with Sales Development, Demand Gen, and Marketing to generate outbound/inbound campaigns for joint solutions.
- Operational Excellence: Establish cadence, KPIs, escalation processes, stakeholder updates, and QBRs.
- Market Research: Conduct customer discovery and collect feedback to identify trends and inform solution development and partner strategy; provide data-driven insights on ISV consumption and act as the voice of the partner.
- One-Team: Foster a collaborative culture and environment for winning outcomes.
- Sales Enablement: Work with Enablement, Sales, and Solutions Engineering to drive ISV-related sales motions, including training and co-selling.
- Deal Support: Manage channel conflicts, support deal creation, drive field engagement with BU leaders and priority accounts.
- Cross-Functional Collaboration: Build relationships with Sales, Business Development, Product, Engineering, Pre-sales, Post-sales, Marketing, Partners, and other ecosystem players.
Examples Of Responsibilities
- Set a Winning Strategy: Align ISVs with sales priorities and company priorities and key industry imperatives.
- Drive Partner Success: Collaborate with ISV Partner C-suite, Alliance, and Sales to implement GTM plans regionally; facilitate Regional QBRs with key partners.
- Build for Scale: Embed ISV partners into core motions and priorities with Sales Programs.
- Activate and Enable the Field: Deliver enablement on how to work with ISVs and which ISVs to engage for industry imperatives and company priorities; lead sales workshops to unlock new use cases and progress the pipeline.
- Represent the Business: Lead discussions on data collaboration, technology partners, and customer/partner relationships.
- Make ISV Program a Competitive Differentiator: Engage senior leadership to build mindshare and a program that differentiates partners alongside the product.
- Triangulate Ecosystem Success: Drive Partner Power Plays, align ISVs with SIs, define repeatable use cases, and build Brickbuilder Solutions with industry teams and partners.
- Measure, Iterate, and Improve: Identify cross-functional gaps, recruit appropriate partners, and drive efficiency and productivity; ensure accurate activity tracking based on deep experience.
- Collaborate Across Functions: Coordinate with Sales, Business Development, Product, Engineering, Pre-sales, Post-sales, Marketing, and Partners to optimize the ecosystem.
What We Look For
- 15+ years of experience selling Software, SaaS, and Cloud solutions.
- 8+ years of experience securing and supporting ISV partners at scale, with a track record of ISV co-sell programs.
- Proven track record of consistently achieving goals in a competitive environment (top 10% performer).
- Degree in business, economics, engineering, finance, science, or math preferred.
- Strong ability to build ecosystems of lucrative customer relationships and cross-functional partnerships (Sales, Engineering, Marketing).
- Exceptional verbal, written, and presentation communication for technical and executive audiences.
- Technical knowledge in open source software, big data, IoT, and/or cloud computing.
- Ability to translate technical concepts into business value for both executives and technical teams.
- Deep understanding of alliance/partner organizations, stakeholder management, and joint value proposition development, with field enablement experience.
- Quick learner with credibility, proactive entrepreneurial spirit, and collaborative approach.
Diversity, Inclusion, and Compliance
Databricks is committed to fostering a diverse and inclusive culture where everyone can excel. We hire without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
Compliance: If export-controlled technology or source code is required for performance of job duties, the Employer may require a U.S. government license and may decline to proceed with an applicant on that basis.
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