Strategic Alliance & GTM Director

Databricks; London (KY); Hybrid; USD 149,000 - 203,000; Full time

Job summary

Databricks is seeking a Partner Business Development leader for the EMEA region. You will drive partner-sourced pipeline and growth by moving partners from delivery-first to demand-creation through structured GTM campaigns, joint solutions, and scalable co-sell execution.

You will collaborate with PSMs, PSAs, Field Marketing, and Sales to build repeatable GTM programs, increase partner competency, and govern partner engagements. This role reports to the EMEA Partner Manager Leader.

Qualifications

• Partner business development or channel sales experience with proven pipeline impact.
• Experience designing and running structured joint campaigns with partners.
• Portfolio management of regional or national SIs and joint business planning.
• Comfort with deal registration hygiene, KPI tracking and governance.
• Ability to collaborate across PSM, PSA, Field Marketing and Sales teams.
• Ability to articulate outcome-focused narratives for executives.
• Awareness of hyperscaler dynamics and partner investment decisions.

Responsibilities

• Own the business development motion for a defined partner portfolio in EMEA.
• Lead partner GTM campaigns and industry workshops to drive demand.
• Translate Brickbuilder-style IP into live partner GTM plays and joint engagements.
• Broker multi-workload, multi-year customer outcomes with SI, ISV, and Cloud.
• Drive partner capability and governance through Plan-on-a-Page and Cockpit cadence.
• Manage MDF and co-marketing investments with ROI discipline.

Skills

Partner business development

Campaign & GTM execution

Portfolio management

Operational rigor

Cross-functional collaboration

Value selling

Industry knowledge

Ambition & pace

Job description

Databricks is seeking a Partner Business Development leader for the EMEA region. You will drive partner-sourced pipeline and growth by moving partners from delivery-first to demand-creation through structured GTM campaigns, joint solutions, and scalable co-sell execution.

You will collaborate with PSMs, PSAs, Field Marketing, and Sales to build repeatable GTM programs, increase partner competency, and govern partner engagements. This role reports to the EMEA Partner Manager Leader.