Senior Director, Alliance
Leads Databricks’ EMEA GSI alliance strategy, executive partnerships, partner-sourced pipeline, joint innovation, and a team of alliance professionals. Requires extensive EMEA partnership leadership, deep GSI expertise, C-suite presence, and enterprise cloud, data, and AI experience.
About the job
Responsibilities
- Own and execute the EMEA Global Systems Integrator (GSI) strategy across named Platinum-tier partners.
- Build strategic relationships and engage partner C-suite executives to co-develop regional strategies and business plans.
- Drive partner-impacted consumption, bookings, certifications, partner-sourced pipeline, and joint innovation.
- Lead partner adoption of Databricks capabilities including Lakebase, Genie, AI/BI, Agentic AI, and platform expansion.
- Drive co-innovation, repeatable intellectual property, Brickbuilder Solutions, go-to-market campaigns, and partner-led migration programs.
- Manage and coach a team of EMEA alliance professionals, including an Alliance Director responsible for Gold-tier and priority Silver-tier partners.
- Collaborate with regional leadership and partner sales teams on planning, governance, and partner growth.
- Establish executive cadences, quarterly business reviews, joint planning sessions, and strategic alignment meetings.
- Own governance for accurate attribution of partner-sourced and delivery pipeline.
- Develop enablement programs that expand partner practices, technical certifications, sales badges, and delivery expertise.
- Secure investment for repeatable IP and solution development and activate go-to-market campaigns.
Requirements
- Extensive experience securing and supporting strategic partnerships in EMEA, with progressive leadership experience at a technology organization.
- Demonstrated success hiring, developing, and leading alliance professionals to exceed goals.
- Deep experience with Global Systems Integrator organizations, stakeholders, strategies, offerings, and joint value propositions; experience with Accenture, Deloitte, Capgemini, EY, or equivalent partners.
- Executive presence and demonstrated C-suite engagement at regional and global levels.
- Experience driving partner-sourced and partner-initiated pipeline and demand creation.
- Experience designing and executing structured joint campaigns, account engagements, and scalable partner-led sales plays.
- Experience in enterprise infrastructure, cloud, data, and AI/analytics.
- Experience delivering results in a hyper-growth, multi-billion-dollar enterprise organization.
- Fluency with AI tools and understanding of agentic AI and emerging partner practices.
- Strong written, verbal, presentation, and organizational skills.
Preferred Qualifications
- Experience articulating and evangelizing the value of a data and AI platform to partners and customers.
- Experience building differentiated partner practices around emerging AI capabilities.
Skills
Global Systems Integrators, Strategic Partnerships, Partner Management, Executive Engagement, Partner-Sourced Pipeline, Go-to-Market Strategy, Cloud Computing, Data Analytics, Artificial Intelligence, Agentic AI, Technical Certifications, Quarterly Business Reviews
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