Databricks Partner Development Manager

Our requirements

• 7+ years of experience in strategic alliances, partner development, ecosystem management, or enterprise technology sales
• Direct experience managing or growing partnerships with Databricks, hyperscalers, or major cloud/data platform ecosystems
• Demonstrated success driving co-sell revenue, partner-sourced pipeline, and ecosystem growth exceeding $10M+ annually
• Strong understanding of enterprise data, analytics, AI/ML, cloud modernization, and digital transformation initiatives
• Experience navigating complex enterprise sales organizations and executive stakeholder environments
• Experience developing Joint Business Plans, executive governance models, and co-sell operating frameworks
• Proven ability to influence without authority across sales, delivery, and executive leadership teams
• Experience working within Global Systems Integrators, consulting firms, or technology services organizations

Optional

• Existing network and relationships within the Databricks field organization
• Experience working within consulting, professional services, systems integrators, or technology services organizations
• Familiarity with partner program structures, MDF/funding mechanisms, competency programs, and marketplace strategies
• Understanding of modern data architectures including Lakehouse, AI platforms, GenAI, data engineering, and cloud-native analytics

Your responsibilities

• Strategic Alliance Development
• Develop and manage an annual Joint Business Plan (JBP) with Databricks leadership, including pipeline, bookings, certifications, competencies, and GTM objectives
• Own and expand the strategic partnership relationship with Databricks across sales, alliances, marketing, and field leadership
• Develop and execute a multi-year Databricks ecosystem growth strategy aligned to Addepto revenue and AI transformation goals
• Identify and drive initiatives that elevate partner tier/status, competencies, certifications, and co-sell alignment within the Databricks ecosystem
• Build executive-level relationships with Databricks regional leaders, account executives, partner managers, and solution architects
• Revenue & Pipeline Generation
• Lead Strategic Account Mapping exercises
• Identify, source, and influence co-sell opportunities
• Create pathways to partner-funded programs including workshops, assessments, migration initiatives, accelerators, and innovation engagements
• Drive partner-sourced and partner-influenced pipeline through account mapping, Joint opportunity planning, strategic pursuits and co-ordinated field engagement with Databricks sales team.
• Ecosystem & Market Expansion
• Position Addepto as a premier Databricks implementation, AI, and data engineering partner
• Coordinate joint GTM motions including webinars, customer events, executive briefings, industry campaigns, and marketplace initiatives
• Monitor Databricks ecosystem trends, partner priorities, funding programs, and strategic initiatives to identify new growth opportunities
• Represent KMS at Databricks events, partner summits, conferences, and industry forums
• Establish executive governance through executive interlocks, and regional operating cadences
• Internal Enablement & Execution
• Partner with delivery, architecture, marketing, and sales teams to develop repeatable offerings aligned to Databricks priorities
• Develop repeatable Co-sell motion and sales play focused on helping shape solution accelerators and service offerings around AI, data modernization, lakehouse transformation, analytics, and enterprise AI
• Drive internal enablement around Databricks messaging, programs, certifications, and competitive positioning
• Establish KPIs and executive reporting around alliance performance, pipeline contribution, certifications, and partner engagement

What we offer

• Work in a supportive team of passionate enthusiasts of AI & Big Data.
• Engage with top-tier global enterprises and cutting-edge startups on international projects.
• Enjoy flexible work arrangements, allowing you to work remotely or from modern offices and coworking spaces.
• Accelerate your professional growth through career paths, knowledge-sharing initiatives, language classes, and sponsored training or conferences, including partnerships with Databricks and Anthropic, which offer industry-leading training materials and certifications.
• Participate in team-building events and utilize the integration budget.
• Celebrate work anniversaries, birthdays, and milestones.
• Access medical and sports packages, eye care, and well-being support services, including psychotherapy and coaching.
• Get full work equipment for optimal productivity, including a laptop and other necessary devices.
• With our backing, you can boost your personal brand by speaking at conferences, writing for our blog, or participating in meetups.
• Experience a smooth onboarding with a dedicated buddy, and start your journey in our friendly, supportive, and autonomous culture.

Benefits

• sharing the costs of sports activities
• private medical care
• sharing the costs of foreign language classes
• sharing the costs of professional training & courses
• remote work opportunities
• flexible working time
• fruits
• integration events
• no dress code
• video games at work
• coffee / tea
• drinks
• christmas gifts
• birthday celebration
• employee referral program
• Reimbursement for prescription glasses or contact lenses

Recruitment stages

• 1.
  Let's get to know each other (45 min)
• 2.
  Technical Interview (1 h)
• 3.
  Management Interview (1 h)

Addepto