Head of ISV, AMER Industries

GTM Strategy & Execution

• Develop and execute AMER GTM strategy for ISV partnerships, implementing innovative strategies that expand market presence.
• Set winning strategies by aligning the right ISVs to Sales priorities, company priorities, and critical industry imperatives.

Sales Programs & Demand Generation

• Launch sales plays and programs within Databricks, ISVs, and the shared ecosystem with an industry-first lens.
• Work with Sales Dev, Demand Gen, and Marketing to launch outbound and inbound campaigns to spread awareness and create pipeline.
• Drive Partner Power Play, aligning the right ISVs to the right SIs; define repeatable use cases and build Brickbuilder Solutions.

Partner Success & Enablement

• Work with ISV Partner C-suite, Alliance, and Sales teams to build and execute GTM plans in the region.
• Facilitate Regional QBRs with important partners.
• Scope, create and deliver enablement on how best to work with ISVs; lead Sales workshops between partners and Databricks to unlock new use cases.
• Represent the business on Delta Sharing partners, Connected partners, and Built Ons with customers and partners.

Operational Excellence & Deal Support

• Create and drive operational rigor for cadence, reporting, KPIs, escalation process, stakeholder updates, and QBRs.
• Anticipate channel conflict, support deal creation through close, drive account field engagement with BU leaders and strategic priority accounts.
• Identify cross-functional gaps and bring teams together to solve them; drive efficiencies and productivity across the region.

Market Research & Cross-Functional Collaboration

• Conduct research including customer discussions to identify trends, customer needs, and competitive landscape.
• Provide data-driven insights and represent voice of the partner and customer.
• Collaborate with Sales, Business Development, Product, Engineering, Pre-sales, Post-sales, Marketing, and ecosystem partners.

Requirements

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