Databricks Alliance Manager

Intuitive; United States; Remote; USD 150,000 - 190,000; Full time

Job summary

Intuitive is seeking a Senior Manager, Databricks Alliance to own and scale our strategic Databricks partnership and related data ecosystem alliances. You will drive co-sell motions, joint GTM, and executive alignment, building repeatable processes that increase partner-influenced revenue and customer value.

Reporting to the Chief Alliances Officer, you will collaborate with Sales, Product, Marketing, and Services to operationalize the alliance across geographies and ensure measurable pipeline

Qualifications

• 7+ years in cloud alliances or partner sales.
• Hands-on with DPN, partner tiers, co-sell motions.
• Proven track record owning scale partnerships from pre-revenue to revenue.
• Experience driving revenue via co-sell programs and joint GTM initiatives.
• Strong understanding of modern data platforms and AI/analytics ecosystems.
• Demonstrated ability to build and manage executive-level relationships.
• Excellent communication with C-suite, sales, and technical stakeholders.

Responsibilities

• Develop and execute multi-year Databricks alliance strategy with focus on co-sell motions and net-new customer acquisition.
• Own Databricks partnership KPIs including partner-sourced pipeline and partner-influenced revenue.
• Build and scale repeatable co-sell plays and enable field sellers.
• Establish governance of alliance activities globally with performance reviews and strategy adjustments.
• Develop trusted relationships with Databricks executives, partner managers, sales leaders, and solution specialists.
• Operationalize joint GTM initiatives across Sales, Marketing, and Services including demand generation and ABM.
• Coordinate joint opportunity development, deal registration, and funding programs.
• Drive data ecosystem partnerships and joint business plans with AWS, Azure, GCP.

Skills

Partnership management

Revenue growth

Co-sell motions

Executive relationships

Cross-functional leadership

CRM analytics

Databricks ecosystem

Tools

WorkSpan

Databricks Partner Center

Job description

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:
  • Tier advancement roadmap and achievement (Bronze → Silver → Gold/Premier status)
    
  • 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