About the company
Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog.
Responsibilities
- Build and own the pipeline engine — architect the Manufacturing & Energy partner GTM strategy and convert it into durable, partner-sourced and partner-influenced pipeline and consumption across the vertical.
- Drive partner execution and accountability — hold strategic SI/ISV partners to joint commitments; inspect co-sell motions rigorously and remove friction so partners execute effectively against shared pipeline and revenue goals.
- Lead solution development with partners — co-create differentiated, industry-specific joint solutions, accelerators, and repeatable GTM plays that pair partner capability with the Databricks platform to solve high-value Manufacturing & Energy use cases.
- Run a disciplined operating cadence — pipeline reviews, forecast, and KPI inspection anchored to Salesforce as the system of record; report impact, not activity.
- Own the executive relationship and narrative — build joint business plans and executive-ready narratives, and represent Databricks credibly to senior partner and customer leadership.
- Orchestrate cross-functional alignment — set direction across Sales, Field Engineering, Marketing, Partner Solution Architecture, and partner leadership, resolving friction and keeping strategic deals moving.
- Apply an operator mindset with AI-driven tools to improve forecasting accuracy, pipeline quality, solution development speed, and partner attribution.
Requirements
- 8+ years in partner/alliance sales, channel, or GTM at an enterprise software, cloud, or data company; proven track record of building partner-sourced pipeline and driving measurable revenue impact.
- Demonstrated ability to hold partners accountable and drive effective joint execution — from account planning through co-sell to closed consumption.
- Experience developing joint solutions with SI/ISV partners — translating industry use cases into repeatable, differentiated offerings.
- Track record of cross-functional leadership across Sales, Field/technical, Marketing, and partners in a matrixed environment.
- Strong executive presence — shapes a business narrative and aligns senior internal, partner, and customer stakeholders.
- Operational rigor: clean pipeline hygiene, KPI discipline, and data-driven inspection.
- Industry fluency and across Manufacturing and Energy — understanding of the sector value chain and how data and AI create value across it; ability to translate industry use cases into joint partner solutions and GTM plays.
- Demonstrated expertise across Energy sub-sectors (Oil & Gas, Power & Utilities), leading cross-functional initiatives in complex regulatory environments.
- Fluency with modern AI productivity tools to drive analysis, solution development, and operating efficiency.
- Ability to travel as needed (approximately 25–40%) for partner business reviews, account-planning workshops, industry summits, and customer/partner executive engagements.