Senior Alliance Director

Summary

Join Databricks' Public Sector Partner Sales team as the primary point of contact for sales leadership, industry leadership, account executives, and C&SI partners. You will oversee the Federal, State and Local Education (SLED), and Carahsoft relationships, developing and executing the PS Partner Plan. Collaborate with cross-functional teams to assist account executives, qualify partner opportunities, and build relationships with SI partner teams. This role requires 5+ years of experience building alliances within an ISV/SaaS company, focusing on the Federal Government. The ideal location is Washington, DC, but remote East Coast locations are considered. You will materially accelerate Databricks adoption and establish strong relationships with C&SI partner teams.

Requirements

5+ years of recent and relevant experience in building alliances within an ISV/SaaS company, with a primary focus on the Federal Government

Responsibilities

• Be responsible for the Public Sector (PS) Partner Sales team and be the team's first point of contact with Sales Leadership, Industry Leadership, Account Executives, and C&SI partners
• Oversee FED, SLED and the Carahsoft relationship
• Develop and execute the PS Partner Plan that will involve input from cross-functional teams, including Sales Leadership, Solution Architect Leadership, Industry Leadership, and Marketing
• Assist Account Executives in developing territory and account plans, qualifying and advancing partner use cases/ opportunities with our Databricks account teams, and developing relationships with local Global / National / Regional SI Partner teams operating at accounts in the region
• Report to the AMER Partner Sales Vice President
• Materially accelerate Databricks adoption (commitments and consumption) with C&SI Partners in the named region/vertical
• Establish healthy and sustainable relationships with the local C&SI Partner teams that are important to our customers in the named region
• Collaborate with Federal Sales Leaders and Alliance Managers across several Federal territories (Civilian, DoD, and Intel) to drive strategic initiatives and foster collaborative relationships
• Actively engage in the partner ecosystem and represent Databricks in the business community at industry and client events
• Understand and apply market trends, mission priorities, and partner goals to envision, shape, and assist in closing opportunities
• Assist Account teams with the development of account-specific growth plans
• Establish a regular rhythm of business and executive interlocks to ensure alignment and mutual success with Databricks leadership & Partner Leadership, including but not limited to Quarterly Business Reviews
• Develop and maintain highly effective relationships with program managers, contract management offices, and industry partners that drive growth
• Identify, qualify, and lead new opportunities in the Federal Sector

Benefits

• $188,600 — $333,600 USD (Pay Range)
• Annual performance bonus
• Equity
• Benefits listed on https://www.mybenefitsnow.com/databricks