other
Posted 2 days agoSr. Alliance Manager
at Databricks
Bengaluru, IndiaOn-site
Responsibilities
- Build and manage Joint Business Plans (JBPs) with ~50 Rising 100 SI partners: quarterly KPI setting, milestone tracking, and biweekly coaching cadences.
- Drive partners against Rising 100 health metrics: sourced MRR trajectory, certification milestones, 90-day pipeline activity, and Partner Value Score (PVS) lift.
- Own the opt-in commitment model: partner selection, goal-setting, and entry/exit criteria enforcement within your regional cohort.
- Design and run cohort-based engagement programs for Bronze-tier partners pursuing Silver. Use regional data signals to sequence and prioritize outreach.
- Drive partner adoption of milestone-based onboarding: Learning Path completion, Sales Badge attainment, deal registration, and first high-intent lead.
- Own PDC Office Hours and regional partners@ alias management for EMEA/APJ.
- Coordinate co-sell opportunities with field AEs, driving partner-sourced and partner-influenced pipeline with local country sales and alliance leaders.
- Demonstrated track record designing partner engagement programs: KPI setting, cohort design, tier progression mechanics, and accountability to business outcomes.
Requirements
- The Partner Development Center (PDC) develops Databricks' C&SI partner ecosystem at scale.
- We accelerate the growth of Rising 100 and active Bronze partners through structured, high-touch engagement, while driving systematic activation of Bronze partners through AI-powered automation.
- Active Bronze partners are engaged through cohort-based programs designed to build the next generation of high-performing Databricks partners. The Role
- Leverage Salesforce, Outreach, and partner portals to manage engagement at scale. Human touchpoints are allocated based on partner readiness and commercial potential.
- Work with Ops and Enablement to identify and remove onboarding friction for India-based development center partners navigating Brickbuilder, certification tracks, and deal registration workflows.
- experience with at least one hyperscaler partner program (AWS, Azure, or GCP), including tier mechanics, certification tracks, deal registration, and co-sell motions.
- Ability to operate autonomously across global time zones with no local PDC team. Strongly Preferred
- Direct Databricks ecosystem exposure: Brickbuilder program, Partner Value Score (PVS), Bronze/Silver tier requirements, or Databricks Academy certification tracks. •
- Experience managing segmented partner populations using data signals to sequence and prioritize outreach across a large cohort.
- India-based SI/consulting ecosystem familiarity: how GSIs like TCS, Infosys, Wipro, Persistent, or Nagarro structure their delivery practices, certification investments, and hyperscaler alliance programs.
- Proficiency with Salesforce, Outreach, partner portals, and BI or analytics tools (Power BI, Tableau, or equivalent). •
- Connector: you know which conversation to have and who needs to be in the room. You bring field AEs, partner leadership, and Databricks product teams to the same table when it matters.
- PDC Office Hours running on a cadenced schedule for EMEA/APJ time zones. About Databricks
- Databricks is the data and AI company.
- More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI.
- Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow.
- To learn more, follow Databricks on Twitter , LinkedIn and Facebook . Benefits
- At Databricks, we strive to provide comprehensive
- At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel.
- Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics. Compliance
Experience
- 8+ years in Partner Sales or Partner Management at a top-tier or high-growth enterprise tech company, with direct, external, partner-facing responsibility.
Benefits
- benefits and perks that meet the needs of all of our employees. For specific details on the
Additional details
- Rising 100 partners receive business plan-led, white-glove engagement: structured development plans, biweekly cadence, and accountability to measurable GTM milestones.
- This India-based Sr. Alliance Manager is the dedicated PDC resource for EMEA and APJ.
- You will manage approximately 50 Rising 100 C&SI partners across both regions, with additional accountability for Bronze-tier cohort activation.
- You will own the full partner development lifecycle: joint business plan design and coaching, Bronze-to-Silver progression mechanics, and co-sell coordination with field sales.
- Daily work involves AEs, Solution Architects, Partner Marketing, Enablement, Legal, and Ops across multiple time zones.
- Bring the voice of the EMEA/APJ partner ecosystem into PDC program design. Distinguish systemic issues from coaching gaps. What We Look For Non-Negotiable
- Experience facilitating virtual enablement sessions: office hours, 1:few partner workshops, webinars. The Person
- Commercial orientation: you read business plans and ask what is actually driving the number. You know when a partnership is performing and when it is coasting.
- Truth-seeker: you go to the source. When data and anecdote conflict, you ask why. You surface what is systemic versus what is fixable through coaching. Partner
- experience: you think about what this program feels like from the partner's side. Friction in onboarding, slow follow-up, and vague milestone criteria are not small things.