Databricks Alliances Lead (DAL)
Role overview
We are looking for a strategic and commercially minded Databricks Alliances Lead – who will lead our partnership with Databricks across the European region. In this high-impact role, you will be responsible for shaping and executing a joint go-to-market strategy, enabling co-selling motions, and aligning delivery and marketing teams across multiple countries. This is a pivotal role in driving joint growth through one of our most strategic technology partnerships.
This role requires a highly experienced, proactive, and personable person who has previous alliances/partner manager experience and who can build strategic relationships with Databricks, developing it into a strong, high-performing channel to market.
Working closely with marketing, business development, account management, and the wider delivery organisation the successful candidate will lead our strategic relationship with Databricks, setting the growth strategy, defining the plan, and executing against it, ultimately growing the revenue contribution to the business for work originated with and through Databricks.
The successful candidate will be a self-starter, a clear communicator, and have a knack for building relationships and credibility quickly. They will need to be collaborative, persuasive, and professional with a passion for networking.
Responsibilities
The primary responsibility of the DAL is to grow the Databricks partnership and the revenue contribution to the business from it.
In addition to managing the Databricks partnership, there is also a requirement to support and oversee our Microsoft Azure and AWS partnerships, as these are complimentary and additive to Databricks.
Specific responsibilities include:
* Defining the partner management, growth strategy, and plan.
* Creating a go-to-market-strategy, driving co-selling efforts in collaboration with Databricks and the internal sales teams.
* Practice Growth and Solution Packaging by collaborating with technical leads to develop repeatable solutions, accelerators, and industry-focused offerings on the Databricks platform.
* Thought leadership and Eco-System Presence, represent our client at regional Databricks events such as Data + AI Summit Europe, partner roadshows, and webinars.
* Building and maintaining relationships with key partner stakeholders in sales, technical, marketing, and leadership positions.
* Inputting into proposition/offering development to ensure our client is relevant in the eyes of the partner, and taking this to the partner.
* Identifying leads/opportunities within the partner and introducing the relevant sales team member so progress can be made.
* Developing and maintaining a strong and sustainable pipeline of opportunities that have originated from the partner.
* Managing all partner admin, including the partner portal, deal registrations, certifications, customer success stories, accreditations, and funding programmes.
* Supporting digital marketing, social media efforts and facilitating partner-based events that we attend or sponsor.
* Identifying learning opportunities to improve how we manage and grow partners.
Required Skills & Experiences:
The successful candidate will have proven experience in a business-to-business environment, a strong network within Databricks, and will have ideally managed tech vendors to successfully drive leads and opportunities from them.
Specific required skills & experience include:
* A track record of successful target-based sales execution in a professional services environment.
* Prior b2b experience engaging with senior decision-makers.
* Experience defining partner-based growth strategies and executing them.
* Experience defining partner-based sales campaigns.
* Strong Databricks experience.
* Experience holding and leading meetings, building rapport, facilitating consultative discussions, and managing follow-up actions to maintain momentum.
* Ability to work as part of a team to achieve a common goal, recognising when to lead and when to step back.
* Accurate record-keeping facilitating knowledge sharing.
Required attributes include:
* Pro-active/go-getter, we need someone with energy and a desire to make things happen, we need someone who can operate with autonomy and who is comfortable setting the agenda and proposing new ideas
* Strong communicator, we need someone who can communicate clearly and concisely, tailoring their messaging to drive maximum impact with their target audience
* Team player, we need someone who can work collaboratively with the wider business team to maximise efforts and increase the chances of success.
* Be creative, we need someone who can think differently, someone who is comfortable operating in an entrepreneurial environment, and who can identify different ways to develop our partnership, and make us stand out.
Why Join Us?
* Help shape the future of data & AI transformation.
* Work with cutting-edge technology partners and top-tier clients.
* Lead strategic initiatives across multiple regions and cultures.
* Enjoy autonomy, career growth, and a flexible working environment.