Senior Alliance Director, AI GTM

📋 Description

• Act as the main liaison for senior GTM stakeholders at Anthropic, OpenAI, and Google, fostering trusted, multi-faceted relationships at every level of the organizational hierarchy across sales and field engineering.

• Establish and oversee a cadence for QBR and Executive Business Reviews with each AI partner, focusing on shared GTM objectives and co-sell initiatives.

• Create and sustain partnership co-sell KPIs along with a comprehensive partner GTM governance framework to ensure visibility into the health of programmatic co-sell activities.

• Formulate and implement a broad co-sell strategy across AI Lab partners, including account segmentation and propensity analysis to pinpoint high-impact joint opportunities.

• Organize and execute both in-person and virtual co-sell programs — such as co-sell days, joint pipeline reviews, and partner-led field events — to enhance top-of-funnel growth and mid-funnel conversion.

• Provide regular program performance updates to global sales and partnership leadership, highlighting insights and suggesting necessary adjustments.

• Design and manage efficient partner funding programs aimed at accelerating customer adoption of AI solutions.

• Collaborate with enablement and commercialization teams within Databricks to promote awareness and utilization of funding and customer success initiatives.

• Work alongside product, engineering, and commercial teams to define the long-term AI model integration roadmap and develop persuasive 'better together' messaging for each AI Lab partnership.

• Partner with industry GTM teams, ISV and consulting partners, marketing, and corporate development to create joint sales strategies, offerings, and assets that drive top-of-funnel growth and enhance conversion rates.

• Develop and maintain field enablement resources to equip both internal and external field teams with the necessary knowledge and tools to execute joint GTM priorities and effectively communicate differentiated 'better together' value propositions.

⛳️ Requirements

• Over 10 years of experience in business development, strategic partnerships, alliance management, or GTM strategy, with a significant portion of that time in the Cloud and AI ecosystem.

• Demonstrated success in building GTM programs and nurturing high-profile partnerships with leading technology firms, particularly cloud hyper-scalers or frontier model providers.

• Profound knowledge of Generative AI products, go-to-market strategies, and the competitive AI landscape, including an understanding of the positioning and capabilities of Anthropic, OpenAI, Google, and similar frontier model providers.

• Experience in roles related to Generative AI product development, GTM, or alliances is highly preferred.

• Strong analytical skills: capable of constructing first-principles business cases, modeling consumption, and deriving data-driven insights to inform partnership investment and program prioritization choices.

• Solid GTM expertise, including familiarity with enterprise co-sell motions, account segmentation techniques, pipeline management, and field enablement strategies.

• Exceptional communication and executive presence — able to distill intricate, multi-dimensional analyses into clear and persuasive narratives for senior audiences, both internal and external.

• Strong cross-functional leadership capabilities, an ownership mindset, and a proactive approach. Comfortable independently driving deal and program processes while engaging large, matrixed organizations.

• An MBA or equivalent advanced degree is preferred. A Bachelor's degree in Computer Science, Engineering, or a related field, or demonstrated technical proficiency, is advantageous.

🏝️ Benefits

• At Databricks, we aim to offer comprehensive benefits and perks that cater to the needs of all our employees. For specific details regarding the benefits available in your region, click here.