Director, Alliance

SLSQ427R368

While candidates in the listed locations are encouraged for this role, we are open to remote candidates in other locations.

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, and holding partners accountable to execution that converts to partner-sourced and partner-influenced consumption.

This is a highly visible, strategic role: you drive the partner-first motion across Sales, Field Engineering, Marketing, and work with the extended team of Partner Solution Architects, Partner Marketing, Partner Management and Partner Enablement. You carry Databricks' regional partner narrative to senior partner executives in our partner ecosystem. You will own and grow executive relationships and commitment with strategic partners across the region — including global and regional systems integrators (e.g. Accenture, Deloitte, Capgemini) and specialist data and AI partners — and you bring deep industry knowledge and an operator's mindset powered by modern AI tooling. 

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 organisation 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. Drive partner-led demand generation at scale — industry events, co-funded campaigns, partner pitch days, and regional kickoff sponsorships.
  
  
• Product-Specific Partner GTM — Own product-specific partner campaigns (Migration & Modernisation, Genie, Lakebase, AgentBricks) aligned to platform priorities; proactively build partner capability on new products to maintain delivery coverage as the product mix evolves.
  
  
• Partner Execution & Accountability — Hold strategic SI partners and tiered programme partners (Gold/Silver) to joint commitments on both delivery capability and business development; run a disciplined operating cadence of pipeline reviews, forecast, and KPI inspection anchored to Salesforce; report impact, not activity.
  
  
• 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; embed partner strategy into territory reviews and drive internal field adoption so AEs actively engage partners in their accounts.
  
  
• Solution Development & Delivery Readiness — Co-create differentiated, industry-specific joint solutions and repeatable GTM campaigns while supporting SI partner practice development through enablement, asset development, and delivery excellence.
  
  
• AI-Driven Operations — Use AI tools as the primary operating system for pipeline inspection, partner intelligence, exec meeting prep, and partner-facing demos; drive AI fluency across the partner ecosystem.

What we look for:

• Leadership Experience — Proven people leader who has built and scaled teams of partner sales directors/managers, operating as a member of a partner or regional leadership team in a leading software company.
  
  
• Partner/Alliance Sales Experience — Extensive experience in partner/alliance sales, channel, or GTM at an enterprise software, cloud, or data company with a proven track record of building partner-sourced pipeline and driving measurable revenue impact.
  
  
• SI & Executive Engagement — Specific experience working with Global and Regional Systems Integrators at an executive level to lead industry GTM activation, CXO engagement, and transformational outcomes.
  
  
• Account-Level Co-Sell Execution — Demonstrated ability to drive joint account planning workshops with SI partners in enterprise accounts, translating partner capability into sourced pipeline and closed consumption.
  
  
• Cross-Functional Leadership & Field Influence — Track record leading across Sales, Field/Technical, Marketing, Cloud partners (AWS, Azure, GCP), and SI/ISV partners in a matrixed environment; proven ability to embed partner strategy into field operating rhythms and influence AEs without direct authority.
  
  
• Executive Presence — Shapes a compelling business narrative and aligns senior internal, partner, and customer stakeholders; represents Databricks credibly at the CXO level.
  
  
• Operational Rigour — Clean pipeline hygiene, KPI discipline, and data-driven inspection; comfort defining and running OKRs that drive predictability in partner-sourced pipeline.
  
  
• Partner Delivery Governance — Experience managing partner delivery quality — resolving escalations, holding partners to SoW commitments, and working with professional services on co-delivery models.
  
  
• Industry & Domain Expertise — Deep knowledge of SI business models, industry workflows, and regional buying patterns; understands how data and AI create value and translates use cases into joint partner solutions.
  
  
• AI Fluency & Travel — Fluency with modern AI productivity tools, including AI-powered analytics for pipeline and partner intelligence; ability to travel 25–40% for partner business reviews, account-planning workshops, and executive engagements.