Partner Sales Director, Digital Native

About the role

This role is for a Partner Sales Director who will own the partner go-to-market strategy for Databricks' Digital Native Business (DNB).

Responsibilities

• Own the partner territory plan for the DNB business.
• Build joint business plans and executive-ready narratives, and represent Databricks credibly to senior partner and customer leadership.
• Set direction across Sales, Field Engineering, Marketing, Partner Solution Architecture, and partner leadership, resolving friction and keeping strategic deals moving.
• Architect the DNB partner GTM strategy and convert it into durable, partner-sourced and partner-influenced pipeline and consumption across the vertical.
• Hold strategic SI/ISV partners to joint commitments; inspect co-sell motions rigorously and remove friction so partners execute effectively against shared pipeline and revenue goals.
• Lead solution development with partners — co-create differentiated, industry-specific joint solutions, accelerators, and repeatable GTM plays that pair partner capability with the Databricks platform to solve high-value DNB use cases.
• Run a disciplined operating cadence — pipeline reviews, forecast, and KPI inspection anchored to Salesforce as the system of record; report impact, not activity.
• Apply an operator mindset with AI-driven tools to improve forecasting accuracy, pipeline quality, solution development speed, and partner attribution.

Requirements

• 8+ years in partner/alliance sales, channel, or GTM at an enterprise software, cloud, or data company; proven track record of building partner-sourced pipeline and driving measurable revenue impact.
• Demonstrated ability to hold partners accountable and drive effective joint execution — from account planning through co-sell to closed consumption.
• Experience developing joint solutions with SI/ISV partners — translating industry use cases into repeatable, differentiated offerings.
• Track record of cross-functional leadership across Sales, Field/technical, Marketing, and partners in a matrixed environment.
• Strong executive presence — shapes a business narrative and aligns senior internal, partner, and customer stakeholders.
• Operational rigor: clean pipeline hygiene, KPI discipline, and data-driven inspection.
• Industry fluency across Manufacturing and Energy — understanding of the sector value chain and how data and AI create value across it; ability to translate industry use cases into joint partner solutions and GTM plays.
• Fluency with modern AI productivity tools to drive analysis, solution development, and operating efficiency.
• Ability to travel as needed (approximately 25–40%) for partner business reviews, account-planning workshops, industry summits, and customer/partner executive engagements.

Qualifications

Not specified.

Skills

• Strategic thinking and partnership management.
• Effective communication and negotiation skills.
• Ability to manage complex relationships and projects.
• Leadership and team management skills.
• Technical proficiency with data and AI tools.

Benefits

Not specified.

Pay

The pay range(s) for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipated utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above.

Schedule

Not specified.