Director, Alliance

This is a fully remote position, open to applicants in United Kingdom, +1 more country.

📋 Description

• Lead the strategic partnership initiatives with Databricks' top-tier Platinum partners in the EMEA region.

• Drive consumption influenced by partners, establish partner-sourced pipelines, align executives, and foster large-scale joint innovation.

• Own and execute the EMEA GSI strategy in collaboration with designated Platinum partners.

• Engage with C-Suite executives to collaboratively develop EMEA strategies and business plans encompassing consumption, bookings, certification, and joint innovation.

• Guide partners through innovations on the Databricks platform, including Lakebase, Genie, AI/BI, Agentic AI, and platform expansion.

• Lead co-innovation efforts around repeatable intellectual property and Brickbuilder Solutions.

• Activate go-to-market campaigns and facilitate partner-led migration initiatives.

• Oversee a team of EMEA partner managers, including the Alliance Director responsible for Gold-tier and Rising Silver partner portfolios.

• Mentor, develop, and provide strategic guidance to the team.

• Work in collaboration with regional leadership and partner sales teams on strategy, planning, and governance.

• Align with regional partner sales leaders to drive growth in sourced business and consumption.

• Foster executive-level relationships and organize quarterly business reviews, joint planning meetings, and strategic alignment sessions.

• Manage the partner-facing governance model to ensure accurate attribution of partner-sourced and delivered pipelines.

• Create structured plans and monitor key performance metrics for partners and cross-functional teams.

• Design training and enablement strategies that promote technical certifications, sales badges, and delivery expertise.

• Secure investment and establish programs for repeatable intellectual property and solutions.

⛳️ Requirements

• Extensive experience in securing and managing strategic partnerships within the EMEA region, complemented by progressive leadership roles at a reputable technology organization.

• Proven track record in managing, hiring, developing, and leading alliance professionals to consistently surpass target objectives.

• In-depth knowledge of Global Systems Integrator partner organizations, including their stakeholders, strategies, cultures, market offerings, and joint value propositions.

• Experience collaborating with partners such as Accenture, Deloitte, Capgemini, EY, or similar organizations.

• Established executive presence and engagement with regional and global partner executives at the C-Suite level.

• Strong domain expertise in enterprise infrastructure, cloud, data, and AI/analytics.

• Ability to effectively communicate the value of the Databricks Data Intelligence Platform.

• Documented success in driving measurable partner-sourced and partner-initiated pipelines.

• Experience in designing and executing structured joint campaigns, Big Bet account engagements, and scalable partner-led sales initiatives.

• Proven ability to achieve results in a hyper-growth, multi-billion-dollar enterprise environment.

• Fluency in AI, including daily usage of AI tools and a deep understanding of agentic AI and emerging capabilities in AI.

• Excellent written, verbal, presentation, and organizational skills.

🏝️ Benefits

• Comprehensive benefits and perks tailored to meet the needs of all employees; specific regional details are available via the linked benefits document.

• Commitment to equal employment opportunities and inclusive hiring practices.