Alliance Director
On-siteLondon, England, United Kingdom
Job Summary
Drive business development for Databricks' Gold-tier and Rising Silver partner portfolio in EMEA, converting partner relationships into pipeline and consumption growth through Big Bet account engagements and joint GTM campaigns. Lead structured partner industry workshops and Brickbuilder solution plays to move partners from delivery-first behavior to programmatic demand creation. Execute the Power-of-3 motion by brokering joint account engagements combining industry depth with cloud hyperscaler funding and ISV capabilities. Build GTM capacity within the portfolio by driving sales badge completion, masterclasses, and Specialization progression to establish dedicated partner GTM teams. Own partner-facing governance including Plan-on-a-Page discipline, deal registration, and CRM hygiene to ensure accurate pipeline crediting. Run co-marketing investment decisions with ROI discipline, applying strategic impact over activity volume. Operate as a Partner First leader, setting accountability expectations and acting as the first call for partners creating net-new pipeline.
Required Qualifications
- Partner business development or channel sales experience
- demonstrated track record of driving partner-sourced or partner-initiated pipeline
- tangible evidence of moving a partner from reactive delivery to proactive demand creation
- experience designing and running structured joint campaigns with partners
- ability to connect partner solution IP to sales programs and customer outcome narratives
- experience managing a defined portfolio of regional or national SIs
- ability to select and prioritize partners by commercial fit and growth potential
- ability to build Joint Business Plans that produce measurable sourced pipeline outcomes
- comfort owning deal registration hygiene
- KPI/OKR tracking
- pipeline review cadence
- partner governance
- discipline to keep metrics correct
- ability to analyze using AI tools in daily work
- ability to act on what the data shows
- ability to work across PSM, PSA, Field Marketing, and Field Sales and Pre-Sales Leaders
- ability to qualify, advance, and close partner-sourced opportunities
- experience navigating Sales and partner team alignment around co-sell priorities and partner accreditation
- ability to help partners build an outcome-focused, industry-specific narrative for C-suite and LoB buyers
- ability to run sales masterclasses and capability sessions that improve partner sales confidence and conversion
- understanding of mid-tier SIs' business models
- awareness of how their P&L is structured
- awareness of what partner-sourced means operationally in their context
- awareness of the EMEA data/AI competitive landscape
- awareness of hyperscaler dynamics (AWS, Microsoft, GCP) that shape partner investment decisions
- comfort operating in a high-growth, fast-moving environment
- ability to move fast on Big Bet account engagements and campaigns
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