Databricks Partner Development Manager

Location: Remote / Hybrid — United States

Location Details: Candidates should be based near a major U.S. technology market and able to travel for partner meetings, executive briefings, conferences, and customer events.

Compensation: $250,000–$350,000 OTE

The Right Fit

You understand how strategic technology partnerships translate into pipeline, revenue, market visibility, and long-term ecosystem value.

You have experience working across a major cloud, data, or enterprise technology platform and know how to build productive relationships with partner executives, field sellers, alliance leaders, solution architects, and marketing teams. You are comfortable operating as a senior individual contributor, influencing cross-functional teams without direct authority, and creating structured go-to-market motions from complex partner programs.

You bring a working knowledge of enterprise data platforms, AI/ML, cloud modernization, analytics, and modern data architecture. Existing relationships within the Databricks ecosystem would be particularly relevant.

About the Role

A global technology services organization is seeking a senior Databricks Partner Development Manager to lead and expand one of its most strategic technology partnerships.

This is a senior individual contributor role focused on growing the organization’s position within the Databricks ecosystem. You will be responsible for strengthening field relationships, increasing sourced and influenced pipeline, identifying partner-funded programs, supporting joint go-to-market initiatives, and improving overall partner engagement.

You will work closely with executive leadership and teams across sales, delivery, architecture, marketing, and solution development. The role requires both strategic planning and hands-on execution, including direct engagement with Databricks sales, alliance, partner, and technical stakeholders.

What You’ll Do

Build and Expand the Databricks Alliance

• Own and develop relationships across Databricks sales, alliances, marketing, field leadership, and solution engineering teams
• Build executive-level relationships with regional leaders, account executives, partner managers, and solution architects
• Develop and execute a multi-year partnership strategy aligned with revenue growth and enterprise AI and data transformation priorities
• Identify opportunities to improve partner tier, competencies, certifications, co-sell participation, and ecosystem visibility
• Serve as the primary internal resource for Databricks partner programs, priorities, and field engagement

Generate Revenue and Pipeline

• Identify, source, and influence co-sell opportunities with Databricks field teams
• Build repeatable processes for connecting partner sellers with internal account and sales teams
• Increase Databricks-related services pipeline across data modernization, lakehouse transformation, AI, analytics, and data engineering
• Identify partner-funded opportunities, including workshops, assessments, migrations, accelerators, and innovation programs
• Incorporate Databricks solutions into strategic account planning and enterprise pursuits
• Track sourced pipeline, influenced pipeline, partner engagement, and revenue contribution

Lead Joint Go-to-Market Programs

• Develop coordinated go-to-market plans with Databricks and internal sales and marketing teams
• Support joint webinars, customer events, executive briefings, industry campaigns, and marketplace initiatives
• Represent the organization at Databricks conferences, partner summits, field events, and industry forums
• Monitor Databricks ecosystem developments, funding programs, field priorities, and strategic initiatives
• Translate partner priorities into relevant market offerings and customer conversations

Enable Internal Teams

• Partner with delivery leaders, architects, marketing, and sales teams to develop repeatable Databricks-aligned offerings
• Support service and accelerator development across AI, GenAI, data engineering, lakehouse architecture, cloud analytics, and enterprise data modernization
• Improve internal understanding of Databricks programs, positioning, certifications, and competitive differentiation
• Provide guidance to sales teams on partner engagement, co-sell strategy, and opportunity qualification
• Establish KPIs and executive reporting for alliance performance, certifications, pipeline, field activity, and joint investments

What We’re Looking For

Must-Have Experience

• 7+ years of experience in strategic alliances, partner development, ecosystem management, or enterprise technology sales
• Direct experience managing or growing a partnership with Databricks, a hyperscaler, or another major cloud or data platform
• Demonstrated success generating partner-sourced or partner-influenced pipeline and revenue
• Experience developing co-sell motions with enterprise sales and field organizations
• Understanding of enterprise data, analytics, AI/ML, cloud modernization, and digital transformation
• Ability to navigate complex technology organizations and engage executive stakeholders
• Experience influencing teams across sales, delivery, marketing, architecture, and executive leadership
• Ability to translate partner programs and technical capabilities into commercial opportunities
• Willingness to travel for partner, customer, and industry engagements

Preferred Experience

• An established network within the Databricks sales, alliances, partner, or solution engineering organization
• Experience working for a consulting firm, systems integrator, professional services organization, or technology services provider
• Familiarity with partner funding, market development funds, competencies, certification programs, marketplaces, and partner-tier requirements
• Knowledge of modern data architectures, including lakehouse platforms, GenAI, data engineering, AI platforms, and cloud-native analytics
• Experience creating joint offerings, accelerators, workshops, migration programs, or industry-specific solutions
• Experience establishing alliance KPIs and presenting performance updates to executive leadership

What Success Looks Like

• Measurable growth in Databricks-sourced and Databricks-influenced pipeline
• Increased engagement with Databricks field sellers, partner leaders, and technical teams
• Greater access to partner-funded programs and joint go-to-market investments
• Improved certifications, competencies, partner status, and ecosystem visibility
• Repeatable co-sell and account-planning motions across the sales organization
• Stronger market positioning in AI, data modernization, lakehouse transformation, and enterprise analytics
• Clear executive reporting on pipeline contribution, partner activity, investments, and outcomes

Why Consider This Opportunity

This role offers the opportunity to shape a strategic Databricks partnership within a growing global technology services organization. You will work directly with executive leadership and help define how the company develops its market presence, service offerings, partner relationships, and revenue strategy across enterprise AI and data transformation.

The organization offers a competitive compensation package, equity participation, comprehensive benefits, flexible work arrangements, and the opportunity to influence a business-critical partnership at an early stage of growth.

Equal Opportunity Employment

The employer is committed to providing equal employment opportunities and building an inclusive workplace. Employment decisions are made without regard to legally protected characteristics.

This version is ready for a confidential recruiter posting, with the employer described generically as a global technology services organization.