Sr. Alliance Manager
Databricks
Bengaluru, India; Mumbai, IndiaPosted 1 month ago
Skill Required
Business DevelopmentDatabricksSalesforcePower BIdesigningTableaudesignAzureCloudAWSGCPGoAI
Key highlights
- 8+ years in Partner Sales or Partner Management required
- India-based role supporting EMEA and APJ regions
- Manages ~50 Rising 100 partners
- Cloud ecosystem (AWS/Azure/GCP) experience required
- Comprehensive regional benefits package
- Autonomous operation across global time zones
Role overview
The Sr. Alliance Manager is an India-based role within Databricks' Partner Development Center (PDC), dedicated to EMEA and APJ regions. This position focuses on managing ~50 Rising 100 C&SI partners through structured, high-touch engagement (e.g., joint business plans, biweekly coaching) while driving systematic activation of Bronze-tier partners via cohort-based programs. The role involves cross-functional coordination with sales, marketing, enablement, and operations teams to scale partner development, remove onboarding friction, and align PDC programs with regional partner ecosystem needs. It reflects Databricks' investment in expanding its India-based Center of Excellence (COE) partnerships with global SIs.
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 the regional cohort.
- Act as the regional escalation point for Rising 100 partners. Track where each partner stands against their next milestone before they ask.
- 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.
- Leverage Salesforce, Outreach, and partner portals to manage engagement at scale. Human touchpoints are allocated based on partner readiness and commercial potential.
- 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.
- 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.
- Bring the voice of the EMEA/APJ partner ecosystem into PDC program design. Distinguish systemic issues from coaching gaps.
Requirements
- 8+ years in Partner Sales or Partner Management at a top-tier or high-growth enterprise tech company, with direct, external, partner-facing responsibility.
- Demonstrated track record designing partner engagement programs: KPI setting, cohort design, tier progression mechanics, and accountability to business outcomes.
- Cloud ecosystem fluency: working experience with at least one hyperscaler partner program (AWS, Azure, or GCP), including tier mechanics, certification tracks, deal registration, and co-sell motions.
- Measurable partner outcomes on record: sourced pipeline, certification attainment, tier progression, or equivalent program KPIs.
- Ability to operate autonomously across global time zones with no local PDC team.
Nice to have
- 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).
- Experience facilitating virtual enablement sessions: office hours, 1:few partner workshops, webinars.
Benefits
- Comprehensive benefits and perks tailored to regional needs (details available via regional benefits link).
Additional details
- The Team: 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.
- Rising 100 partners receive business plan-led, white-glove engagement: structured development plans, biweekly cadence, and accountability to measurable GTM milestones. Active Bronze partners are engaged through cohort-based programs designed to build the next generation of high-performing Databricks partners.
- This role reflects Databricks' deepening investment in India. As we expand COE partnerships with leading global SIs, this hire is the face of that investment for our EMEA and APJ partner ecosystem.
- Daily work involves AEs, Solution Architects, Partner Marketing, Enablement, Legal, and Ops across multiple time zones.
- The Person: Commercial orientation, Connector, Truth-seeker, Partner experience, Autonomous operator.
- What Success Looks Like in the First 90 Days: Joint Business Plans reviewed and refreshed for all active Rising 100 EMEA/APJ partners; Regional partner scorecard established (PVS baseline, sourced MRR pipeline, certification count, deal registration volume per cohort); Bronze cohort engagement sequence designed and piloted for at least one EMEA segment; Key cross-functional relationships established with regional field AEs/SAs, local country alliance leaders (including EMEA Alliance team), and Partner Marketing; PDC Office Hours running on a cadenced schedule for EMEA/APJ time zones.
- About Databricks: Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog.
- Our Commitment to Diversity and Inclusion: At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. 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: If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.