Key Responsibilities
1. Own Databricks-led Revenue in the US
· Own partner-sourced and partner-influenced pipeline and bookings
· Build and scale co-sell motions with Databricks field teams across key regions
· Drive joint pursuits in Fortune 1000 accounts
2. Strategic Account Penetration
· Identify and target top 20–30 joint accounts with Databricks
· Build account-level GTM strategies with clear revenue pathways
· Embed into active Databricks pursuits and influence deal direction
3. Build and Scale Databricks Practice
· Define US-specific Databricks practice strategy aligned to market demand
· Focus areas include:
o Lakehouse modernization
o GenAI and enterprise AI use cases
o Real-time data platforms and analytics
· Drive creation of industry-aligned accelerators and repeatable offerings
4. Joint GTM and Solution Creation
· Co-create high-value, industry-specific solutions with Databricks
· Develop clear value propositions and executive-level messaging
· Drive joint campaigns, events, and pipeline generation programs
5. Deal Shaping and Closure
· Play an active role in deal structuring, solution positioning, and pricing strategy
· Ensure strong services attach and margin optimization
· Accelerate pipeline-to-revenue conversion
6. Hyperscaler Alignment and Marketplace
· Drive triangular GTM motions with Databricks and hyperscalers (AWS, Azure, GCP)
· Leverage marketplace and consumption models to accelerate deals
· Align with cloud sellers for joint account penetration
7. Executive Engagement and Governance
· Build relationships with Databricks regional leaders, sales heads, and partner teams
· Run quarterly executive reviews and pipeline governance
· Establish a disciplined operating cadence focused on revenue outcomes
Success Metrics (Critical)
· Partner-sourced pipeline (US)
· Partner-influenced bookings
· Number and value of joint pursuits
· Win rate in Databricks-led deals
· Practice revenue tied to Databricks offerings
· Time to first deal and scale velocity
Candidate Profile
Experience
· 6–12 years in alliances, enterprise sales, or data platform consulting
· Strong, hands-on experience with the Databricks ecosystem
· Proven track record of closing large data, analytics, or AI transformation deals in the US market
· Experience working with Fortune 500/1000 clients
Capabilities
· Good understanding of:
o Lakehouse architecture
o Data engineering, analytics, and AI/ML platforms
o Emerging GenAI ecosystem
· Strong ability to connect business outcomes to data platform investments
· Experience running co-sell motions with hyperscalers and platform partners
Leadership Traits
· Strong hunter mindset with alliance leverage
· Ability to operate at CXO level and influence large deals
· Builder mentality with zero-to-one and scale experience
· High ownership and execution discipline
What Success Looks Like (First 6–12 Months)
· Established strong field alignment with Databricks US teams
· Built a qualified, growing pipeline across priority accounts
· Closed lighthouse deals with strong services revenue
· Launched 2–3 scalable, industry-focused offerings
· Positioned Client as a credible Databricks execution partner in the US