Senior Manager, Databricks Alliance

Intuitive.ai; India; Remote; INR 14,259,000 - 19,962,000; Full time

Job summary

Intuitive.AI is seeking a Senior Manager, Databricks Alliance to own and scale our Databricks partnership while building a portfolio of data ecosystem collaborations. You will drive co-sell motions, executive alignment, and revenue influence across Sales, Product, Marketing, and Services teams globally.

Approximately 75% focus on Databricks with the remainder on strategic technology partnerships that enhance AI, data engineering, and analytics for customers.

Qualifications

• 7+ years in cloud alliances, partner sales, or data platforms.
• Proven ability to own and scale strategic partnerships from pre-revenue to revenue.
• Experience with co-sell motions and joint GTM initiatives.
• Strong executive relationship management and cross-functional leadership.

Responsibilities

• Own and scale the Databricks alliance strategy with a focus on co-sell motions.
• Manage partner KPIs, pipeline, and revenue contribution across regions.
• Develop and govern repeatable co-sell plays and field enablement.
• Coordinate joint GTM initiatives, demand generation, and joint campaigns.
• Lead engagement with Databricks executives and cross-functional teams.

Skills

Alliance management

Cloud partnerships

Databricks partner network

Co-sell programs

Executive relationship management

CRM & dashboards

Tools

Databricks Partner Center

WorkSpan

Job description

Intuitive.AI is one of the fastest-growing (INC 5000, CRN) Cloud & SDx solution and services companies supporting enterprise customers on a global scale. Intuitive is an "Engineering Company" delivering measurable value and key business outcomes.

Intuitive Superpowers:

- DataOps & AI/ML

- Cybersecurity (App/Data/Infra) & GRC

- SDx & Digital Workspace

We are proud to partner with some of the world's leading enterprises and serve 200+ customers across different industry verticals. We have achieved many milestones along the way, including being recognized as a top-10 fast-growth 150 IT company in the Americas by CRN in 2022 and being named one of America's fastest-growing private companies by INC 5000 in 2022. That’s not all! Even CIO Review awarded us as the Most Promising Cloud Migration Company and Artificial Intelligence Solutions Provider in 2022.

Job Description:

Title: Senior Manager, Databricks Alliance

Position Type: Full Time

Location: Remote

The Senior Manager, Databricks Alliance

The Senior Manager, Databricks Alliance is responsible for owning and scaling our strategic partnership with Databricks while building a complementary portfolio of data ecosystem partnerships that accelerate our AI, data engineering, and analytics capabilities.

Approximately 75% of this role focuses on the Databricks partnership, with the remaining time dedicated to developing strategic technology relationships that enhance the combined value proposition for our customers.

This role serves as the primary owner for co-sell engagement, joint go-to-market strategy, partner specializations, revenue influence, and executive alignment with Databricks. Working closely with Sales, Product, Marketing, and Services leaders, the Alliance Manager will operationalize the Databricks partnership at scale while building repeatable motions that increase partner-sourced and partner-influenced pipeline and customer value delivery.

This position reports to the Chief Alliances Officer and collaborates closely with global alliance, sales, product, marketing, and delivery leadership.

Key Responsibilities

Strategic Partnership & Revenue Growth

• Develop and execute a multi-year Databricks alliance strategy aligned to business growth objectives, with clear focus on co-sell motions, attach rates, and net-new customer acquisition
• Own Databricks partnership KPIs including partner-sourced pipeline, partner-influenced revenue, deal velocity, specialization progression, and customer joint success metrics
• Build and scale repeatable co-sell plays that embed Databricks value propositions into sales cadences and enable field sellers to confidently position joint solutions
• Establish disciplined governance of alliance activities globally, including opportunity tracking, performance reviews, and strategy adjustments based on market feedback
• Build trusted relationships with Databricks executive leadership, partner managers, sales leaders, field account executives, and solution specialists across geographies
• Operationalize joint GTM initiatives with Databricks across Sales, Marketing, and Services, including:
• Territory planning cycles and seller enablement with Databricks value narratives
• Joint demand generation campaigns, account-based marketing (ABM), and lead routing processes
• Co-sell playbooks for key use cases (Lakehouse, real-time analytics, generative AI, ML at scale)
• Partner-led events, webinars, and field engagement at industry conferences
• Drive field seller productivity through:
• 1:1 alignment between internal Account Executives and Databricks AEs across key accounts and regions
• Structured engagement cadences and training on Databricks capabilities, competitive positioning, and customer success metrics
• Deal progression support, including opportunity registration, co-sell pipeline tracking, and joint business reviews
• Sales collateral, solution briefs, and customer case studies highlighting integrated capabilities
• Support partner ecosystem activation with System Integrators, Consulting Partners, and Technology ISVs that extend Databricks solutions through our delivery practices

Databricks Partner Program & Specializations

• Own Databricks Partner Network (DPN) maturity progression, including:
• Technical specialization requirements and certification tracking
• MDF (Marketing Development Funds) program optimization and ROI
• Partner Value Score (PVS) improvement and recognition programs
• Brickbuilder program participation and co-innovation initiatives
• Drive internal technical readiness by collaborating with:
• Delivery and Services teams to grow certifications and hands-on delivery capability
• Sales Engineering to deepen product knowledge and competitive win strategies
• Manage Partner Center activities, scorecards, and program reporting to ensure compliance and visibility into alliance health

Day-to-Day Partnership Execution

• Serve as primary point of contact and escalation for all Databricks alliance matters - bridge between Databricks and internal stakeholders
• Coordinate joint opportunity development, deal registration, and funding programs to accelerate customer outcomes
• Support Quarterly Business Reviews (QBRs) with Databricks leadership, presenting pipeline, revenue contribution, program progress, and strategic priorities
• Manage internal cross-functional alignment across Sales, Marketing, Product, Services, and Finance to ensure seamless execution and shared accountability

Strategic Data Ecosystem Partnerships

• Identify and evaluate emerging data/AI platform partnerships that complement Databricks and extend our addressable market
• Develop joint business plans and GTM initiatives with strategic ecosystem partners in areas such as AWS, Azure, GCP
• Drive partner-sourced pipeline and customer integrations through co-development and joint customer programs

Success Indicators

• Revenue Impact: Partner-influenced pipeline grows 30%+ annually; partner-sourced deals represent measurable % of new customer revenue
• Market Execution: Co-sell motions operationalized across priority regions and verticals; 50%+ of qualified opportunities include Databricks co-sell engagement
• Field Productivity: Sales team NPS for Databricks enablement; deal cycle time reduction; quota attainment lift for trained sellers
• Partner Relationship Health: Executive engagement frequency; satisfaction scores; strategic initiative adoption and follow-through
• Customer Success: Joint customer win rates; time-to-value improvements; multi-product attach rates; renewal and expansion rates

Required Qualifications

• 7+ years of experience in cloud alliances, partner sales, ecosystem management, data platforms, or related B2B technology leadership roles
• Deep hands-on experience with the Databricks Partner Network (DPN), partner tiers, co-sell motions, and ecosystem engagement
• Proven track record of owning and scaling strategic technology partnerships from pre-revenue to significant revenue contribution
• Experience driving measurable revenue growth through co-sell programs, joint GTM initiatives, and ecosystem partnerships
• Strong understanding of modern data platforms, cloud services, and the AI/analytics ecosystem (Databricks, data engineering workflows)
• Demonstrated ability to:
• Build and manage executive-level relationships across internal organizations and external partners
• Lead cross-functional initiatives in a global environment
• Balance strategic planning with flawless operational execution
• Translate technical integrations into GTM and customer value narratives
• Navigate complex partner programs, compliance requirements, and governance frameworks
• Excellent communication skills, both written and verbal, with ability to engage C-suite, sales teams, and technical stakeholders
• Customer-centric mindset with strong account and opportunity management discipline
• Comfort with data-driven decision making, CRM systems, partner management tools (WorkSpan, Databricks Partner Center), and analytics dashboards

Preferred Qualifications

• Databricks certifications or deep platform expertise (Lakehouse Academy, Databricks University)
• Experience with System Integrator (SI) or consulting partner ecosystems
• Background in sales, sales engineering, or customer success within data/AI or enterprise software spaces
• Knowledge of cloud GTM strategies and hyperscaler partner programs (AWS, Azure, GCP)
• Project or program management certification and experience with complex, multi-stakeholder initiatives
• Track record of building partner-sourced revenue motions from initial strategy to $10M+ in annual pipeline

What We're Looking For

You are a commercially astute, relationship-driven leader who thrives in building and scaling strategic partnerships. You bring:

• Strategic mindset: Ability to see the big picture, think 2-3 years ahead, and align partnership strategy with company growth objectives
• Revenue orientation: Comfortable setting and owning measurable revenue and pipeline targets; disciplined about ROI and partner contribution
• Operational excellence: Detail-oriented on execution—comfort with CRM, dashboards, reporting, and ensuring nothing falls through the cracks
• Cross-functional leadership: Natural ability to align Sales, Marketing, Product, and Services teams around joint initiatives without formal authority
• Partner advocacy: Internally, you champion Databricks' priorities; externally, you represent our company professionally
• Resilience and curiosity: Comfortable navigating ambiguity, learning new platforms and markets quickly, and adapting strategies based on market feedback