Databricks Partner Development Manager

We are seeking a highly strategic and relationship-driven Databricks Partner Development Manager to lead and expand a high-value partnership within the Databricks ecosystem.

This is a senior individual contributor role requiring a combination of strategic solution sales experience, alliance development expertise, significant revenue generation, and deep relationships within the Databricks ecosystem .

The ideal candidate is not simply familiar with Databricks—they are well connected within the ecosystem , understand how Databricks field teams operate, and can leverage existing relationships to create co-sell opportunities, build pipeline, and drive large-scale data, AI, and digital transformation engagements.

This individual must be a self-starter who can independently develop the strategy, open doors, build executive relationships, identify opportunities, and convert those relationships into meaningful revenue.

Must-Haves

• Bachelor’s degree (4-year degree) at minimum.
• Strong background in strategic, solutions-based enterprise sales , preferably within consulting, professional services, systems integration, data, AI, cloud, or digital transformation.
• Proven history of closing and/or driving approximately $10M+ in annual business through large, complex enterprise engagements.
• Exceptional Databricks ecosystem experience and relationships. The ideal candidate has a deep network within Databricks and personally knows key individuals across the field sales, alliances, partner, solution engineering, and/or leadership organizations.
• Demonstrated success generating revenue through strategic partnerships, co-sell motions, account mapping, joint pursuits, and partner-influenced opportunities .
• Strong understanding of Databricks, enterprise data platforms, AI/ML, analytics, cloud modernization, data engineering, and digital transformation .
• Experience selling or developing opportunities involving complex, enterprise-level technology and services solutions .
• Proven ability to build relationships with C-suite executives, enterprise sales leaders, partner executives, account executives, and technical stakeholders .
• Experience developing Joint Business Plans (JBPs), executive governance models, account-mapping strategies, and co-sell frameworks .
• Background within a Global Systems Integrator (GSI), consulting firm, professional services organization, or technology services company .
• Strong track record of navigating complex enterprise sales organizations and influencing cross-functional stakeholders.
• Highly self-motivated and entrepreneurial with the ability to operate independently, create opportunities, and execute without requiring significant direction.

Key Responsibilities

Databricks Alliance Development

• Own and expand the strategic relationship with Databricks across sales, alliances, marketing, solution engineering, and field leadership.
• Develop and manage an annual Joint Business Plan (JBP) covering pipeline, bookings, certifications, competencies, GTM initiatives, and growth objectives.
• Build and maintain executive-level relationships with Databricks regional leaders, account executives, partner managers, and solution architects.
• Develop and execute a multi-year Databricks ecosystem strategy aligned with company revenue, data, and AI transformation objectives.
• Identify initiatives that strengthen partner status, certifications, competencies, co-sell alignment, and overall visibility within the Databricks ecosystem.
• Establish executive interlocks, governance models, and regional operating cadences.

Revenue & Pipeline Generation

• Drive $10M+ annual partner-sourced and partner-influenced revenue opportunities through the Databricks ecosystem.
• Lead strategic account-mapping exercises with Databricks field teams to identify high-value target accounts.
• Develop joint account strategies and coordinated pursuits with Databricks sales teams.
• Identify, source, influence, and accelerate co-sell opportunities.
• Create pathways to partner-funded programs including assessments, workshops, migrations, accelerators, proofs of concept, and innovation engagements.
• Build executive relationships that create access to large enterprise transformation opportunities.

Strategic Solution Selling

• Partner with customers and Databricks teams to identify complex business challenges and develop solutions-based sales strategies .
• Position consulting and technology services around AI, data modernization, Lakehouse transformation, analytics, enterprise AI, cloud, and data engineering .
• Translate technical capabilities into strategic business outcomes for executive-level buyers.
• Develop opportunities from initial relationship and discovery through executive alignment, solution development, and commercial close.

Ecosystem & Market Expansion

• Position the organization as a strategic Databricks implementation, AI, and data engineering partner.
• Develop joint GTM initiatives including executive briefings, webinars, customer events, industry campaigns, and marketplace initiatives.
• Represent the company at Databricks conferences, partner summits, executive events, and industry forums.
• Monitor Databricks priorities, funding programs, product developments, and ecosystem initiatives to identify new revenue opportunities.

Internal Leadership & Enablement

• Partner with sales, delivery, architecture, and marketing teams to develop repeatable offerings aligned with Databricks priorities.
• Create repeatable co-sell motions and sales plays around AI, data modernization, Lakehouse transformation, analytics, and enterprise AI.
• Educate internal teams on Databricks positioning, programs, certifications, funding opportunities, and competitive differentiation.
• Establish KPIs and executive reporting around pipeline, revenue contribution, certifications, partner engagement, and alliance performance.

Preferred Qualifications

• Extensive existing network within the Databricks field organization .
• Experience working directly with Databricks partner and sales teams.
• Experience with hyperscaler or major data/cloud ecosystem partnerships.
• Knowledge of partner funding programs, MDF, marketplace strategies, certifications, and competency programs.
• Strong understanding of modern data architectures, including Lakehouse, GenAI, AI platforms, data engineering, analytics, and cloud-native technologies .
• Experience developing and executing large-scale enterprise transformation pursuits.

What Success Looks Like

Success in this role will be measured by the ability to:

• Generate and influence significant Databricks-related pipeline and revenue.
• Build a consistent pipeline capable of supporting $10M+ in annual business .
• Expand executive and field-level relationships throughout Databricks