Exponentia.ai
Website:
exponentia.ai
Job details:
We are seeking a strategic and results-driven Alliance Business Development Manager to lead and scale our partnership with Databricks. This role sits at the intersection of alliances, sales, and go-to-market execution, responsible for driving joint revenue, strengthening partner relationships, and expanding market presence through a structured co-sell motion. You will act as the primary bridge between internal teams and Databricks, ensuring alignment across sales, marketing, and delivery while unlocking incremental growth through the partner ecosystem.
The Core Responsibilities For The Job Include The Following
Partnership Development and Strategy:
- Define and execute the alliance strategy with Databricks aligned to business growth objectives.
- Identify, evaluate, and expand strategic collaboration opportunities within the Databricks ecosystem.
- Lead partnership planning, including joint business plans, GTM strategies, and growth roadmaps.
Revenue And Opportunity Generation
- Co-Sell Leadership: Drive joint sales motions with Databricks Account Executives (AEs) and internal sales teams.
- Pipeline Ownership: Build, track, and manage a strong partner-led pipeline from origination to closure.
- Revenue Realization: Enable co-selling, cross-selling, and solution-based selling to convert opportunities into revenue.
- Collaborate with sales teams to ensure effective deal progression and closure.
Strategic Relationship Management
- Serve as the primary point of contact and escalation for all Databricks alliance activities.
- Build strong relationships with Databricks stakeholders, partner managers, and leadership.
- Act as the internal evangelist for Databricks, ensuring alignment on platform capabilities (Lakehouse, Unity Catalog, etc. ).
- Facilitate Quarterly Business Reviews (QBRs) to track performance, KPIs, and strategic alignment.
Sales Enablement And Internal Alignment
- Enable internal sales and delivery teams on Databricks value propositions and better-together use cases.
- Drive adoption of partner-led solutions across the organization.
- Ensure 1:1 alignment between internal AEs and Databricks AEs across key regions.
Marketing And Go-To-Market (GTM) Execution
- Plan and execute joint GTM initiatives, including webinars, roundtables, events, and thought leadership campaigns.
- Work closely with marketing teams to build targeted messaging and demand generation programs.
- Manage participation in the Databricks Partner Network (DPN), including tier progression and MDF utilization.
Cross-Functional Collaboration
- Partner with sales, marketing, product, and delivery teams to ensure seamless execution of alliance initiatives.
- Coordinate joint solution development and integration efforts.
- Align internal stakeholders to maximize partner-driven outcomes.
Requirements
- Experience: 3-7 years in Alliance Management, Business Development, or Channel Sales within the Data and AI ecosystem.
- Ecosystem Knowledge: Strong understanding of the Databricks Lakehouse platform and competitive landscape, including Snowflake, Amazon Web Services, Microsoft Azure, and Google Cloud Platform.
- Core Skills: Strategic partnership development, Negotiation and contract management, Revenue generation and pipeline management, Stakeholder engagement and influence, Market analysis and GTM strategy.
- Mindset: Strong collaborator with the ability to influence without authority and drive alignment across diverse teams.
- Tools: Experience with CRM and partner management platforms.
Preferred Skills
- Engineering Graduate with an MBA from Tier 1 Tier 2 or Tier 3 institutions.
- Partner-sourced and partner-influenced revenue growth.
- Joint pipeline creation, velocity, and conversion rates.
- Partner engagement, satisfaction, and retention.
- Successful execution of GTM initiatives and campaigns.
- Growth and tier advancement within the Databricks Partner Network.
This job was posted by Manisha Pooran Pamnani from Exponentia.ai.
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