Startups & Emerging Enterprise Partner Sales Director

SLSQ127R409

You will be our team's first point of contact within the Startups & Emerging Enterprise sales team to: 1) Sales/Field Engineering Leadership 2) Industry Leadership 3) Account Executives and 4) C&SI partners. You will develop and execute a Startups & Emerging Enterprise business partner territory plan creating subsector strategies to support business growth goals. You will help Account Executives develop account plans, qualifying and advancing partner opportunities with our Databricks account teams, and developing relationships with Global / National / Regional SI Partner teams operating at accounts in the region. You will report to a Partner Sales Industry Leader for the Enterprise and Emerging Business.

The impact you will have:

• You will own the partner territory plan for the Startups & Emerging Enterprise


• You will work directly with Sales Leadership and Partner Executives on unique GTM strategies to drive scale and automation


• You will materially accelerate Databricks adoption (commitments and usage) with C&SI Partners in Startups & Emerging Enterprise


• You will establish healthy and sustainable relationships with the local C&SI Partner teams that are important to our customers in the Startups & Emerging Enterprise business


• You will create scaled programs with our ecosystem to drive new logo adoption and existing customer expansion specifically around industry partner solutions tied to high value use cases within Startups & Emerging Enterprise

What we look for:

• Experience: minimum 5+ years of experience in business development at a top technology or other market leading company.Sales Readiness and Execution: opportunity qualification and advancement with SI Partners Planning: develop SI Partner strategies and plans by account.


• Working as a Team: work with account executives, sales management, solution architects, field marketing and operations to explore and execute partnership opportunities; work across teams to build consensus and influence outcomes; work with Cloud partners (e.g. AWS, Azure and GCP) and software partners to support customer opportunities.


• Portfolio Management & Planning: determine the key SI relationships within your region and work with them to develop and execute partner plans that produce mutually beneficial outcomes.


• Delivery Readiness: support practice and skills development for SI Partners with a balanced approach to enablement programs, differentiated asset & offering development, internal promotion, marketing activities, and delivery excellence.


• Good Governance: work with each partner to ensure the right governance with each relationship, including agreements, executive relationships and processes.