Partner Sales Director, Digital Native

FEQ227R112

As Partner Sales Director for DNB (Digital Native Business), you own the partner go-to-market strategy — architecting joint solutions with our most strategic partners, building durable pipelines, and holding partners accountable to execution that converts to partner-sourced and partner-influenced consumption. This is a highly visible, strategic role: you set the agenda across Sales, Field Engineering, Marketing, Partner Solution Architecture, and the partner ecosystem, and you carry Databricks' DNB partner narrative to senior partner and customer executives. You will own and grow relationships with strategic partners across the business — including global and regional systems integrators such as Accenture, Deloitte, Capgemini, and IBM, and specialist data and AI partners — and you bring deep industry knowledge and an operator's mindset powered by modern AI tooling. Reporting to the Vice President of AMER Partner Sales.

The impact you will have:

• DNB Partner Territory Plan - You will own the partner territory plan for the DNB business.
• Own the executive relationship and narrative — build joint business plans and executive-ready narratives, and represent Databricks credibly to senior partner and customer leadership.
• Orchestrate cross-functional alignment — set direction across Sales, Field Engineering, Marketing, Partner Solution Architecture, and partner leadership, resolving friction and keeping strategic deals moving.
• Build and own the pipeline engine — architect the DNB partner GTM strategy and convert it into durable, partner-sourced and partner-influenced pipeline and consumption across the vertical.
• Drive partner execution and accountability — hold strategic SI/ISV partners to joint commitments; inspect co-sell motions rigorously and remove friction so partners execute effectively against shared pipeline and revenue goals.
• Lead solution development with partners — co-create differentiated, industry-specific joint solutions, accelerators, and repeatable GTM plays that pair partner capability with the Databricks platform to solve high-value DNB use cases.
• Run a disciplined operating cadence — pipeline reviews, forecast, and KPI inspection anchored to Salesforce as the system of record; report impact, not activity.
• Apply an operator mindset with AI-driven tools to improve forecasting accuracy, pipeline quality, solution development speed, and partner attribution.

What we look for:

• 8+ years in partner/alliance sales, channel, or GTM at an enterprise software, cloud, or data company; proven track record of building partner-sourced pipeline and driving measurable revenue impact.
• Demonstrated ability to hold partners accountable and drive effective joint execution — from account planning through co-sell to closed consumption.
• Experience developing joint solutions with SI/ISV partners — translating industry use cases into repeatable, differentiated offerings.
• Track record of cross-functional leadership across Sales, Field/technical, Marketing, and partners in a matrixed environment.
• Strong executive presence — shapes a business narrative and aligns senior internal, partner, and customer stakeholders.
• Operational rigor: clean pipeline hygiene, KPI discipline, and data-driven inspection.
• Industry fluency across Manufacturing and Energy — understanding of the sector value chain and how data and AI create value across it; ability to translate industry use cases into joint partner solutions and GTM plays.
• Fluency with modern AI productivity tools to drive analysis, solution development, and operating efficiency.
• Ability to travel as needed (approximately 25–40%) for partner business reviews, account-planning workshops, industry summits, and customer/partner executive engagements.