Databricks Partner Development Manager
About KMS Technology
KMS Technology is a global AI firm helping enterprises modernize how work gets done through AI. We focus on intelligent workflows, cloud, data, and AI-native solutions. We partner with healthcare innovators, high-growth ISVs, and enterprises to design and build scalable platforms, modern applications, and agentic workflow systems that drive business outcomes. Headquartered in Atlanta with global delivery centers across Vietnam, Mexico, and Poland, KMS combines deep AI engineering expertise with agility, and speed to help organizations accelerate innovation and re-architect enterprise operations for the AI-first era. Backed by strategic investment from Sunstone Partners, KMS is a next-generation technology partner focused on workflow modernization, AI enablement, data fabric strategies, and outcome-driven transformation. Through strong partnerships with AWS, Databricks, and leading ecosystem players, we help clients unlock the full value of AI, cloud, and intelligent automation.
Position Overview
We are seeking a high-impact, relationship-driven Databricks Partner Development Manager to lead and scale our strategic partnership within the Databricks ecosystem. This is a senior individual contributor role focused on driving alliance growth, increasing market visibility, unlocking partner-funded opportunities, and elevating KMS's standing within the Databricks partner ecosystem.
Key Responsibilities
Strategic Alliance Development
- Develop and manage an annual Joint Business Plan (JBP) with Databricks leadership, including pipeline, bookings, certifications, competencies, and GTM objectives
- Own and expand the strategic partnership relationship with Databricks across sales, alliances, marketing, and field leadership
- Develop and execute a multi-year Databricks ecosystem growth strategy aligned to KMS revenue and AI transformation goals
- Identify and drive initiatives that elevate partner tier/status, competencies, certifications, and co-sell alignment within the Databricks ecosystem
- Build executive-level relationships with Databricks regional leaders, account executives, partner managers, and solution architects
Revenue & Pipeline Generation
- Lead Strategic Account Mapping exercises with Databricks Field Team
- Identify, source, and influence co-sell opportunities with Databricks field teams
- Create pathways to partner-funded programs including workshops, assessments, migration initiatives, accelerators, and innovation engagements
- Drive partner-sourced and partner-influenced pipeline through account mapping, Joint opportunity planning, strategic pursuits and co-ordinated field engagement with Databricks sales team
Ecosystem & Market Expansion
- Position KMS as a premier Databricks implementation, AI, and data engineering partner
- Coordinate joint GTM motions including webinars, customer events, executive briefings, industry campaigns, and marketplace initiatives
- Monitor Databricks ecosystem trends, partner priorities, funding programs, and strategic initiatives to identify new growth opportunities
- Represent KMS at Databricks events, partner summits, conferences, and industry forums
- Establish executive governance through executive interlocks, and regional operating cadences
Internal Enablement & Execution
- Partner with delivery, architecture, marketing, and sales teams to develop repeatable offerings aligned to Databricks priorities
- Develop repeatable Co-sell motion and sales play focussed on
- Help shape solution accelerators and service offerings around AI, data modernization, lakehouse transformation, analytics, and enterprise AI
- Drive internal enablement around Databricks messaging, programs, certifications, and competitive positioning
- Establish KPIs and executive reporting around alliance performance, pipeline contribution, certifications, and partner engagement
Requirements
Required Experience
- 7+ years of experience in strategic alliances, partner development, ecosystem management, or enterprise technology sales
- Direct experience managing or growing partnerships with Databricks, hyperscalers, or major cloud/data platform ecosystems
- Demonstrated success driving co-sell revenue, partner-sourced pipeline, and ecosystem growth exceeding $10M+ annually
- Strong understanding of enterprise data, analytics, AI/ML, cloud modernization, and digital transformation initiatives
- Experience navigating complex enterprise sales organizations and executive stakeholder environments
- Experience developing Joint Business Plans, executive governance models, and co-sell operating frameworks
- Proven ability to influence without authority across sales, delivery, and executive leadership teams
- Experience working within Global Systems Integrators, consulting firms, or technology services organizations
Preferred Experience
- Existing network and relationships within the Databricks field organization
- Familiarity with partner program structures, MDF/funding mechanisms, competency programs, and marketplace strategies
- Understanding of modern data architectures including Lakehouse, AI platforms, GenAI, data engineering, and cloud-native analytics
What Success Looks Like
- Increase sourced and influenced Databricks-related pipeline
- Expand executive alignment and field engagement with Databricks leadership
- Unlock partner-funded opportunities and joint GTM investments
- Improve partner tier/status and ecosystem visibility
- Position KMS as a recognized strategic Databricks services partner in AI and data transformation
Benefits
- 100% company-paid Medical, Dental & Vision insurance
- 401(k) with generous company match
- Pre-tax FSA options
- Employer Paid Short Term Disability, Long Term Disability, and Basic Life Insurance
- Self-managed Unlimited PTO + Paid Parental Leave
- Remote/hybrid flexibility
- Opportunities for career growth, mentorship, and leadership
- Target OTE + Benefits is $250,000 - $300,000 annually