Head of ISV, AMER Industries
Lead AMER ISV GTM strategy and execution for Databricks, driving partner ecosystem growth, sales programs, and cross-functional collaboration with 20+ years SaaS/cloud sales experience.
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
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