Senior Alliance Director, AI GTM

🕒 June 2

🏄 California, Washington – Remote

🏄 California – Remote ☕ Washington – Remote

⏰ Full Time

🟠 Senior

🎁 Product Marketing

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Databricks

WebsiteLinkedInAll Job Openings

1001 - 5000 employees

Founded 2013

🤖 Artificial Intelligence

🏢 Enterprise

☁️ SaaS

💰 $1.6G Series H on 2021-08

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.

📋 Description

• Serve as the primary point-of-contact for senior GTM stakeholders at Anthropic, OpenAI, and Google, cultivating trusted, multi-threaded relationships at each level of the org chart across sales and field engineering. • Build and manage a QBR and Executive Business Review cadence with each AI partner, anchored on shared GTM goals and co-sell programs. • Develop and maintain partnership co-sell KPIs and the overarching partner GTM governance framework to provide visibility into the health of programmatic co-sell motions. • Develop and execute an overarching co-sell strategy across AI Lab partners, including account segmentation and propensity analysis to identify high-impact joint opportunities. • Plan and operationalize in-person and virtual co-sell programs — including co-sell days, joint pipeline reviews, and partner-led field events — to accelerate top-of-funnel growth and mid-funnel conversion. • Deliver regular program performance readouts to global sales and partnership leadership, surfacing insights and recommending course corrections. • Build and manage streamlined partner funding programs designed to accelerate customer adoption of AI solutions • Collaborate with enablement and commercialization teams within Databricks to drive board awareness & utilization of funding and customer success programs. • Partner with product, engineering, and commercial teams to shape the long-term AI model integration roadmap and develop compelling 'better together' messaging for each AI Lab relationship. • Collaborate with industry GTM teams, ISV and consulting partners, marketing, and corporate development to build joint sales plays, offers, and assets that grow top-of-funnel and increase conversion. • Develop and maintain field enablement content to equip internal & external field teams with the knowledge and tools to execute on joint GTM priorities and articulate differentiated 'better together' value propositions.

🎯 Requirements

• 10+ years of experience in business development, strategic partnerships, alliance management, or GTM strategy, with a meaningful portion of that time spent in the Cloud and AI ecosystem. • Proven track record building GTM programs and growing high-visibility partnerships with major technology companies, ideally cloud hyper-scalers or frontier model providers. • Deep understanding of Generative AI products, go-to-market models, and the competitive AI landscape, including familiarity with the positioning and capabilities of Anthropic, OpenAI, Google, and comparable frontier model providers. • Experience in Generative AI product development, GTM, or alliance roles is strongly preferred • Analytical rigor: able to build first-principles business cases, model consumption, and derive data-driven insights to support partnership investment and program prioritization decisions. • Strong GTM fluency, including familiarity with enterprise co-sell motions, account segmentation methodologies, pipeline management, and field enablement strategies. • Excellent communication and executive presence — capable of distilling complex multi-dimensional analyses into clear, compelling narratives for senior internal and external audiences. • Strong cross-functional leadership, ownership mindset, and bias for action. Comfortable driving deal and program processes autonomously while mobilizing large, matrixed organizations. • MBA or equivalent advanced degree preferred. Bachelor's degree in Computer Science, Engineering, or related field, or demonstrated technical aptitude, is a plus.

🏖️ Benefits

• Our Commitment to Diversity and Inclusion • Comprehensive benefits and perks that meet the needs of all of our employees