Senior Alliance Director – Head of ISV

Job not on LinkedIn

September 29

🏄 California – Remote

Although this job is listed in California, this company may be open to hiring remote in other states.

🗽 New York – Remote

Although this job is listed in New York, this company may be open to hiring remote in other states.

💵 $160.2k - $224.3k / year

⏰ Full Time

🟠 Senior

👔 Director

🦅 H1B Visa Sponsor

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Databricks

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Artificial Intelligence • Enterprise • SaaS

Databricks is a data and AI company that provides a unified platform for data engineering, machine learning, and analytics. It focuses on optimizing big data processing and helps organizations leverage Apache Spark to deliver deeper insights and powerful data-driven applications. Databricks also offers robust tools and seamless integration for machine learning operations.

1001 - 5000 employees

Founded 2013

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 $1.6G Series H on 2021-08

📋 Description

• Design, develop, and execute the AMER GTM strategy and programs with ISVs • Launch sales plays and programs within Databricks, ISVs, and the shared ecosystem • Work with Sales Dev, Demand Gen, and Marketing to launch outbound and inbound campaigns for joint solutions • Create and drive operational rigor for cadence, reporting, KPIs, escalation process, stakeholder updates, and QBRs • Conduct market research and provide data-driven insights on ISV consumption trends • Develop a one-team collaborative culture across Sales and partner organizations • Collaborate with enablement, sales, and solution engineering teams to drive ISV-related sales motions and co-selling efforts • Anticipate and proactively solve channel conflict, support deal creation through close, and drive account field engagement with BU leaders • Align ISVs to Sales priorities and company imperatives and facilitate Regional QBRs with partners • Build for scale by embedding ISV Partners into core motions and priorities and defining repeatable use cases • Measure, iterate, and improve ecosystem portfolio, identify gaps, and assist in partner recruitment • Interlock cross-functionally with Sales, Business Development, Product, Engineering, Pre-sales, Post-sales, Marketing, and Partners

🎯 Requirements

• 15 years of experience selling Software, SaaS, and Cloud Sales • 8+ years of experience in securing and supporting ISV partners at scale • Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer) • Degree in business, economics, engineering, finance, science, or math preferred • Track record of building strong ecosystems of lucrative customer relationships and cross-functional partnerships (Sales, Engineering, Marketing) • Outstanding communication skills (verbal, written, and presentation) for both technical and executive audiences • Technically Knowledgeable in the open source software, big data, IoT, and/or cloud computing space • Ability to translate technical concepts into business value for business executives and technical audiences • In-depth understanding of alliance/partner organisations, key stakeholder management, joint value proposition development, and delivering field enablement programs • Proactive, entrepreneurial spirit and tenacious team player

🏖️ Benefits

• Eligibility for annual performance bonus • Equity • Comprehensive benefits and perks (see https://www.mybenefitsnow.com/databricks for regional details) • Zone 1 Pay Range: $160,200 — $224,250 USD • Pay Range Transparency and commitment to fair and equitable compensation practices