Director – Alliance
No salary listed
Expert
Remote in Germany
RemoteRemote candidates outside Germany are also welcome; travel is 25–40%.
Sales & Account ManagementBusiness Development & Partnerships
About the job
Requirements
- Proven people leader who has built and scaled teams of partner sales directors and managers, operating as a member of a partner or regional leadership team in a leading software company.
- Extensive experience in partner/alliance sales, channel, or go-to-market at an enterprise software, cloud, or data company, with a track record of building partner-sourced pipeline and driving measurable revenue impact.
- Experience working with global and regional systems integrators at executive level to lead industry go-to-market activation, C-suite engagement, and transformational outcomes.
- Ability to drive joint account-planning workshops with systems integrator partners in enterprise accounts, translating partner capability into sourced pipeline and closed consumption.
- Track record leading across Sales, Field/Technical, Marketing, cloud partners (AWS, Azure, GCP), and SI/ISV partners in a matrixed environment; ability to embed partner strategy into field operating rhythms and influence account executives without direct authority.
- Ability to shape a compelling business narrative, align senior internal, partner, and customer stakeholders, and represent the company credibly at the C-suite level.
- Pipeline hygiene, KPI discipline, data-driven inspection, and comfort defining and running OKRs that drive predictability in partner-sourced pipeline.
- Experience managing partner delivery quality, resolving escalations, holding partners to statements-of-work commitments, and working with professional services on co-delivery models.
- Deep knowledge of systems integrator business models, industry workflows, and regional buying patterns; understanding of how data and AI create value and ability to translate use cases into joint partner solutions.
- Fluency with modern AI productivity tools, including AI-powered analytics for pipeline and partner intelligence.
- Ability to travel 25–40% for partner business reviews, account-planning workshops, and executive engagements.
Responsibilities
- Lead Partner Sales for the Central EMEA region, focused on consulting and systems integrator partners, as a member of the Regional Leadership Team.
- Build the regional ecosystem strategy and plan aligned with regional and functional priorities.
- Lead the regional Alliances/C&SI function, building and developing a high-performing cross-functional team and representing the partner organization in regional leadership forums.
- Own the multi-year regional partner territory plan, forming a three-year vision with partner segmentation, coverage model, and operating rhythm aligned with regional and functional priorities.
- Own executive-level partner relationships, build joint business plans and executive-ready narratives, and represent the company to senior partner and customer leadership.
- Drive joint account-planning workshops in top and must-win accounts with priority partners as a primary co-sell and pipeline-creation mechanism; coach account executives and scale the partner motion through the field.
- Architect the regional partner go-to-market strategy and convert it into partner-sourced and partner-influenced pipeline and consumption.
- Drive partner-led demand generation at scale through industry events, co-funded campaigns, partner pitch days, and regional kickoff sponsorships.
- Own product-specific partner campaigns for Migration & Modernisation, Genie, Lakebase, and AgentBricks; build partner capability on new products to maintain delivery coverage as the product mix evolves.
- Hold strategic SI partners and tiered programme partners (Gold/Silver) to joint commitments for delivery capability and business development; run pipeline reviews, forecasts, and KPI inspection anchored to Salesforce, reporting impact rather than activity.
- Own partner delivery quality governance, resolve escalations, ensure partners staff to statements of work, and work with Field Engineering on delivery models that protect customer outcomes.
- Set direction across Sales, Field Engineering, Marketing, and Partner Solution Architecture; embed partner strategy into territory reviews and drive internal field adoption so account executives actively engage partners in their accounts.
- Co-create differentiated, industry-specific joint solutions and repeatable go-to-market campaigns while supporting SI partner practice development through enablement, asset development, and delivery excellence.
- Use AI tools for pipeline inspection, partner intelligence, executive meeting preparation, and partner-facing demos; drive AI fluency across the partner ecosystem.
About the company
Databricks builds cloud software that businesses use to organize data, analyze it, and develop AI applications. Its lakehouse architecture brings the flexible storage of a data lake together with the querying and management tools of a data warehouse. Data engineers prepare and update datasets, analysts build reports, and developers train models or create applications in a shared workspace with controls over who can use the data. The platform runs on Amazon, Microsoft, and Google clouds, and customers pay for computing usage or commit to longer contracts for discounted rates. Databricks was founded in 2013 and is headquartered in San Francisco, California.
Company Size
10,001+
Company Stage
Late Stage VC
Total Funding
$32.1B
Headquarters
San Francisco, California
Founded
2013
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Simplify's Take
What believers are saying
- Growth supports larger product bets: Databricks reported over 80% yearly growth and a $7 billion revenue run-rate in August 2026.
- Employees try frontier AI immediately: Databricks says its 12,000 staff received day-one access to September 2026 model releases.
- Existing customers spend more: Databricks reported over 140% revenue retention in February 2026, after contractions and departed accounts.
What critics are saying
- Steep valuation: Databricks' August 2026 round valued it near 27 times its $7 billion annualized revenue milestone.
- A partner controls part of the bill: Microsoft sets Azure Databricks prices and bills those customers directly.
- Equity needs planned liquidity: Databricks remains privately held, so employee shares lack an everyday stock-market exit.
What makes Databricks unique
- Governance extends beyond its own engine: Databricks publishes Unity Catalog's core APIs and server as open source.
- Apps run beside analytics: Databricks' Lakebase combines a Postgres database with its data lake and isolated testing branches.
- Its roots are in distributed computing: Databricks' founders created Apache Spark, which processes large datasets across many computers.
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Benefits
- Extended health care including dental and vision
- Life/AD&D and disability coverage
- Equity awards
- Flexible Vacation
- Gym reimbursement
- Annual personal development fund
- Work headphones reimbursement
- Employee Assistance Program (EAP)
- Business travel accident insurance
- Paid Parental Leave