Strategic Partnerships Manager (Databricks, AWS)

Your responsibilities

• Build strategic partnerships.
• Develop and execute partner ecosystem strategy.
• Establish and nurture executive-level relationships with Databricks, AWS, Anthropic, Microsoft, and other strategic technology vendors.
• Manage partnership programs, certifications, competencies, and tier advancement initiatives.
• Identify and secure new strategic alliances that strengthen Addepto’s market position.
• Drive revenue through partner channels.
• Build a predictable co-sell and referral pipeline with strategic partners.
• Develop joint account planning and opportunity management processes.
• Work closely with Sales and Pre-Sales teams to identify and pursue partner-led opportunities.
• Track and optimize partner-sourced and partner-influenced revenue.
• Lead joint go-to-market activities.
• Create and execute joint marketing campaigns, webinars, workshops, events, and thought leadership initiatives.
• Coordinate partner-sponsored activities and funding opportunities.
• Collaborate with internal marketing teams to maximize ecosystem visibility and market presence.
• Enable internal teams.
• Educate sales, delivery, and leadership teams on partner programs, incentives, and opportunities.
• Coordinate technical certifications and enablement initiatives.
• Ensure partner capabilities are effectively incorporated into solution offerings and client proposals.
• Measure and scale.
• Define partnership KPIs and success metrics.
• Monitor pipeline, revenue contribution, certifications, marketing impact, and strategic account engagement.
• Regularly report progress and recommendations to executive leadership.

Our requirements

• Strong experience in strategic partnerships, alliances, channel development, business development, or ecosystem management within technology consulting, cloud, AI, or data industries.
• Proven track record of building and growing relationships with major technology vendors such as Databricks, AWS, Microsoft, Google Cloud, Snowflake, Anthropic, OpenAI, or similar organizations.
• Demonstrated success generating revenue through partner-led and co-sell motions.
• Strong understanding of AI, Generative AI, data engineering, cloud platforms, and modern data architectures.
• Experience working within consulting, systems integration, software, SaaS, or cloud services organizations.
• Excellent stakeholder management and executive communication skills.
• Strong commercial mindset with the ability to translate partnerships into measurable business outcomes.
• Experience negotiating partnership agreements and managing strategic vendor relationships.
• Excellent English communication skills (C1+).

Optional

• Existing network within Databricks, AWS, Microsoft, Google Cloud, Anthropic, Snowflake, or related ecosystems.
• Experience managing AWS Partner Network (APN), Databricks Partner Program, Microsoft AI Cloud Partner Program, or similar ecosystems.
• Understanding of AI/ML, LLMs, GenAI, MLOps, and modern data platforms.
• Experience working in a fast-growing consulting or AI services company.

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.
  Case study presentation (1 h)
• 3.
  Management Interview (1 h)

Addepto