Head of ISV

SLSQ426R477

We are looking for a highly skilled, strategic, and tenacious AMER ISV Leader with strong vision and unparalleled execution.  

You will design, develop, and execute the ISV GTM strategy and programs. You have driven scale and multiplier effects. You will define priorities, drive activity, work closely with the leadership team, and roll up your sleeves to execute. You will drive competitive advantage to ISVs, accelerate Databricks’ growth, and unlock business impact to joint customers. 

The impact you will have

• GTM Strategy & Execution: Develop and execute AMER GTM strategy, implementing innovative strategies that expand our market presence. 
• Sales Programs: Launch sales plays and programs within Databricks, ISVs, and our shared ecosystem with an industry-first lens. Launch programs, sales plays, partner power plays (with Cloud, SIs, and other ISVs).   
• Demand Generation - Work with Sales Dev, Demand Gen, and Marketing to launch outbound and inbound campaigns to spread awareness and create pipeline creation  
• Operational Excellence: Create and drive operational rigor for cadence, reporting, KPIs, escalation process, stakeholder updates, and QBRs.
• Market Research: Conduct research, including customer discussions and aggregated customer feedback, to identify trends, customer needs, and competitive landscape to inform solution development and strategy.  Provide data-driven insights on trends and represent voice of the partner and customer
• Sales Enablement: Collaborate with enablement, sales, and solution engineering to drive ISV-related sales motions, including training, messaging, and co-selling efforts.
• Deal Support: Anticipate (and proactively solve) channel conflict, support deal creation through close, drive account field engagement with BU leaders and strategic priority accounts.
• One-Team:  Develop an environment for winning and success to further nurture a ‘one team’ collaborative culture

Examples of responsibilities

• Set a winning Strategy: Understand and align the right ISVs to Sales priorities, company priorities, and critical industry imperatives  
• Drive Partner Success: Work with ISV Partner C-suite, Alliance, and Sales teams to build and execute on GTM plans in the region. Facilitate Regional QBRs with important partners. 
• Build for Scale: Work with Sales Programs to embed ISV Partners into core motions and priorities. 
• Activate and enable the field: Scope, create and deliver enablement on how best to work with ISVs and which ISVs to work with for certain industry imperatives and company priorities. Lead Sales workshops between partners and databricks to unlock new use cases and progress said pipeline
• Represent the business: Have the depth to handle discussions on Delta Sharing partners, Connected partners, and Built Ons with customers and partners. 
• Make our ISV Program a competitive differentiator: Engage top data and AI leadership, industry leadership, and the C-suite to build mindshare with top ISVs and build a program that is just as much a competitive differentiator for partners as our product.
• Triangulate and drive ecosystem success: Drive Partner Power Play, aligning the right ISVs to the right SIs. Define repeatable use cases and work with the industry team and partners to build Brickbuilder Solutions
• Measure, Iterate, and Improve: Identify cross-functional gaps and work to bring teams together to solve them. Identify gaps in our ecosystem portfolio and assist in recruiting the appropriate partners. Drives efficiencies and productivity across their region, guiding on accurate activity tracking from a depth of experience
• Collaborate Cross Functionally: Interlock and build effective relationships with Sales teams, Business Development, Product, Engineering, Pre-sales, Post-sales, Marketing, Partners, and other partners in the ecosystem 

What we look for:

Experience:

• 20+ years experience selling Software, SaaS, and Cloud Sales  
• 10+ years experience architecting and defining strategy for ISV at scale
• Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer) 
• Degree in business, economics, engineering, finance, science, or math preferred
• Track record of building strong ecosystems of lucrative customer relationships and cross-functional partnerships (Sales, Product, Engineering, Marketing)

Skills:

• Outstanding communication skills (verbal, written, and presentation) for both technical and executive audiences  
• Technically Knowledgeable in the open source software, big data, IoT, and/or cloud computing space. 
• Ability to translate technical concepts into business value, interacting with both business executives and technical audiences (data scientists and engineers). 
• In-depth understanding of alliance/partner organizations, key stakeholder management, joint value proposition development, and delivering field enablement programs.
• Possess the aptitude to learn quickly and establish credibility.
• Proactive, entrepreneurial spirit and tenacious team player