[Hiring] Director, Alliance @Databricks

Role Description

This senior leadership role will lead Partner Sales for the Central EMEA region (Germany, CH, Austria, eastern Europe), focused on consulting and Systems Integrator (C&SI) partners, as a member of the Regional Leadership Team. The regional leader will build the regional ecosystem strategy and plan aligned with regional and functional priorities.

Your direct reports will include Partner Sales managers/directors in the region. You will report to the Vice President, EMEA Alliances.

As Director, Partner Sales, you own the partner go-to-market strategy for the assigned region:

• Driving co-sell motions in our top accounts.
• Working with priority partners for co-sell and co-deliver.
• Building durable pipelines.
• Holding partners accountable to execution that converts to partner-sourced and partner-influenced consumption.

This is a highly visible, strategic role:

• Drive the partner-first motion across Sales, Field Engineering, Marketing.
• Work with the extended team of Partner Solution Architects, Partner Marketing, Partner Management, and Partner Enablement.
• Carry Databricks' regional partner narrative to senior partner executives in our partner ecosystem.
• Own and grow executive relationships and commitment with strategic partners across the region.

The impact you will have:

• Leadership & Team Development: Lead the regional Alliances/C&SI function, building and developing a high-performing cross-functional team while representing the partner organization in regional leadership forums.
• Strategic Planning & Ecosystem Leadership: Own the multi-year regional partner territory plan — forming a compelling 3-year vision with partner segmentation, coverage model, and operational rhythm aligned to regional and functional priorities.
• Executive Relationships & Narrative: Own executive-level partner relationships, building joint business plans and executive-ready narratives that represent Databricks credibly to senior partner and customer leadership.
• Account-Level Co-Sell & Big Bet Workshops: Drive joint account planning workshops in Top/must-win accounts with priority partners as the primary co-sell and pipeline creation mechanism; coach AEs and scale the partner motion through the field.
• Pipeline & Revenue Engine: Architect the regional partner GTM strategy and convert it into a tangible, partner-sourced and partner-influenced pipeline and consumption.
• Product-Specific Partner GTM: Own product-specific partner campaigns (Migration & Modernisation, Genie, Lakebase, AgentBricks) aligned to platform priorities.
• Partner Execution & Accountability: Hold strategic SI partners and tiered programme partners (Gold/Silver) to joint commitments on both delivery capability and business development.
• Partner Delivery Quality: Own partner delivery quality governance — resolve escalations, ensure partners' staff to SoW, and work with FDE/Field Engineering on delivery models that protect customer outcomes.
• Cross-Functional Orchestration & Field Adoption: Set direction across Sales, Field Engineering, Marketing, and Partner Solution Architecture.
• Solution Development & Delivery Readiness: Co-create differentiated, industry-specific joint solutions and repeatable GTM campaigns.
• AI-Driven Operations: Use AI tools as the primary operating system for pipeline inspection, partner intelligence, exec meeting prep, and partner-facing demos.

Qualifications

• Leadership Experience: Proven people leader who has built and scaled teams of partner sales directors/managers.
• Partner/Alliance Sales Experience: Extensive experience in partner/alliance sales, channel, or GTM at an enterprise software, cloud, or data company.
• SI & Executive Engagement: Specific experience working with Global and Regional Systems Integrators at an executive level.
• Account-Level Co-Sell Execution: Demonstrated ability to drive joint account planning workshops with SI partners in enterprise accounts.
• Cross-Functional Leadership & Field Influence: Track record leading across Sales, Field/Technical, Marketing, Cloud partners, and SI/ISV partners.
• Executive Presence: Shapes a compelling business narrative and aligns senior internal, partner, and customer stakeholders.
• Operational Rigour: Clean pipeline hygiene, KPI discipline, and data-driven inspection.
• Partner Delivery Governance: Experience managing partner delivery quality — resolving escalations and holding partners to SoW commitments.
• Industry & Domain Expertise: Deep knowledge of SI business models, industry workflows, and regional buying patterns.
• AI Fluency & Travel: Fluency with modern AI productivity tools; ability to travel 25–40% for partner business reviews.

Benefits

• Comprehensive benefits and perks that meet the needs of all employees.
• For specific details on the benefits offered in your region click here .