Tredence is building a partner-centric growth business unit to collaborate with key strategic channel partners and drive the company’s growth. This unit focuses specifically on Tredence’s strategic partnership with Databricks.
We are seeking a dynamic Partner Sales who operates as a true Player-Coach. In this high-impact role, you will own the overall Databricks strategy and execution. You will primarily manage a cross-functional high-performance team comprising the Growth PDM, Growth Databricks Sellers, Growth Marketing Team, and Field CTO Team. Additionally, you will individually own a sub-set of the quota, driving direct revenue.
You will work across Tredence’s Practices, Verticals, and internal/external stakeholders to drive a unified strategy, ensuring Tredence maintains its status as a top Databricks partner.
Key Responsibilities
1. Strategic Leadership & Business Unit Management (The \"Coach\")
* Unified Strategy Ownership: Own the creation and implementation of the Joint Business Plan (JBP) with Databricks. Lead cross-functional partner team reporting cadences to ensure alignment across Sales, Marketing, Alliances, and Technology.
* Team Management: Directly manage and mentor the Growth Alliance PDM, Growth Databricks Sellers, Growth Marketing Team, and Field CTO Team to execute on the BU charter.
* Cross-Organizational Collaboration: Work across the organization to develop new regions or segments and ensure alignment with Industry Verticals and Horizontal Practices.
* Financial Oversight: Ensure return on investments are maximized to profitably scale our Databricks P&L.
2. Sales Execution & Growth (The \"Player\")
* Direct Revenue Generation: Drive regional and vertical-specific channel business growth. This includes lead generation, deal qualification, solution-led selling, and closing deals to meet or exceed personal and unit revenue targets.
* Pipeline Management: Forecast and track channel-driven revenue, maintain a healthy sales funnel, and drive existing account farming and new logo acquisition.
* Co-Selling: Actively engage with Databricks counterparts to identify and pursue co-selling opportunities.
* Channel Strategy: Develop and execute channel sales strategies in collaboration with key partners. Identify and prioritize channel opportunities to drive joint revenue growth and market share.
3. Alliances & Partnership Development
* Relationship Management: Build and maintain strategic relationships with Databricks executives, alliance teams, PSM, GTM, Product, and field engineering organizations to enhance Tredence’s visibility and influence within the partner ecosystem.
* Partner Ranking: Strategically manage and grow the Partner ranking score through certifications, competencies, and successful project deliveries.
* Evangelism: Engage and evangelize Tredence’s capabilities at every opportunity, serving as the face of the partnership.
4. Growth Marketing Oversight
* Brand Visibility: Guide the Marketing team to strengthen brand visibility through co-marketing initiatives, partner success stories, and PR/communications.
* Demand Generation: Oversee the creation of joint campaigns that drive demand generation, utilizing shared resources for targeted marketing efforts.
* Events Strategy: Oversee the planning and execution of all format events (i.e. Data and AI Summit, World Tours, webinars, and roundtables), ensuring effective lead sourcing and nurturing.
5. Technology & Solution Enablement
* Field CTO Alignment: Leverage the Field CTO team to embed technical differentiation in GTM strategies and build an ecosystem of ISV partnerships that enable Tredence to differentiate.
* Solution Design: Collaborate with Tredence’s practice and delivery teams to design channel-specific solutions tailored to client needs.
* Certifications: Shepherd technical certifications and bring new competencies to market.
Competencies & Qualifications
* Experience: 12–15 years of experience, with at least 5 years in Channel Sales, Strategic Alliances, or GTM leadership roles within the Data & AI domain.
* Player-Coach Mindset: Proven ability to balance high-level strategic planning and team management with hands-on sales execution and revenue generation.
* Ecosystem Knowledge: Deep understanding of the Databricks ecosystem, as well as surrounding players like AWS, Azure, and Google Cloud.
* Leadership: Experience managing cross-functional teams (Sales, Marketing, Technical) without necessarily having them all as direct HR reports (matrix management excellence).
* Sales Expertise: Expertise in the data-to-insight value chain (Data Integration, BI, Advanced Analytics, GenAI) and a track record of scaling sales portfolios through channel ecosystems.
* Communication: Exceptional communication skills with the ability to influence C-level executives and key decision-makers within Databricks and client organizations.
* Operational Rigor: Strong analytical skills for forecasting, JBP management, and pipeline tracking.
* Entrepreneurial Spirit: A mindset focused on innovation, collaboration, and rapid execution.
1. Location: Remote, with 25-50% flexibility to travel as required.