Partner Sales Manager - Databricks

About the role

This role is focused on driving Databricks sales within the commercial vertical, leveraging a deep understanding of the Databricks ecosystem and a proven track record in enterprise sales.

Responsibilities

• Own the Databricks Commercial vertical, building a named-account list of 25–50 target mid-market and enterprise commercial accounts across financial services, healthcare, manufacturing, or retail.
• Engage with CDOs, CTOs, data engineering leaders, AI/ML heads, security leads, and procurement officers in each account.
• Map CDOs, CTOs, data engineering leaders, AI/ML heads, security leads, and procurement officers in each account.
• Originate qualified pipeline through personal network activation, Databricks field team engagement, Databricks Summit presence, cloud marketplace partnerships (AWS, Azure, GCP), and disciplined account-based outreach.
• Lead complex pursuits, running multi-stakeholder, 3–12-month commercial sales cycles from first conversation through security review, legal, and contract close.
• Co-sell with Databricks and the cloud ecosystem, building joint pursuit plans with the Databricks commercial field team, AWS, Azure, and GCP marketplace teams.
• Operate inside Databricks deal registration discipline, understanding when to bring in the right Databricks AE and how to work alongside cloud partners without burning bridges.
• Partner & Alliance Management:
  • Build and maintain working relationships with Databricks private-sector field teams: AEs, SEs, and practice leads across sports/entertainment and gaming, financial services, healthcare, and manufacturing.
  • Represent Resultant in the market, attending and speaking at Databricks Data + AI Summit, Databricks field events, and vertical industry conferences (Money20/20, HLTH, Gartner Data & Analytics Summit).
  • Contribute thought leadership and become a recognized voice on enterprise AI and data platform modernization.
  • Create one-pagers, case studies, and reference stories tailored to private-sector verticals.
  • Coordinate with Resultant’s delivery and SA teams to keep Databricks certifications and partner portal profiles current.
  • Advance Resultant’s partnership tier, coordinating with Databricks enablement programs and working toward tier advancement.
  • Align partner activity to active pipeline in coordination with Resultant’s private-sector BD team.

Requirements

• 8+ years of progressive enterprise sales and/or alliance management experience, with at least 5 years selling Databricks (or directly competitive data platform) solutions into commercial enterprises across financial services, healthcare, manufacturing, retail, sports/entertainment, or gaming verticals.
• Active Databricks ecosystem relationships - knowledge of the Databricks commercial field organization, major SI partners, and cloud marketplace teams at AWS, Azure, and GCP.
• Experience managing ISV or cloud partner relationships, not just internal sales roles.
• Track record of consistent quota attainment of $3M+ in annual new bookings across multi-year tenure.
• Practiced fluency in MEDDPICC, Challenger, and Strategic Selling (or other structured sales methodology).
• Commercial procurement command: understanding of enterprise SaaS/services contracting, marketplace transactions (AWS, Azure, GCP Marketplace), MSA/SOW structures, and security review processes.
• Familiarity with Databricks co-sell, deal registration, and partner program mechanics is strongly preferred.
• Experience in Sports & Entertainment is a significant differentiator.
• Familiarity with a comparable platform (Snowflake, GCP, Azure) from a go-to-market perspective is also valued.
• Willingness to travel up to 40% - primarily to client headquarters, Databricks events, cloud partner QBRs, and Resultant offices in Indianapolis and Atlanta.

Qualifications

• Bachelor’s degree required. Advanced degree in computer science, data science, business, or a related technical field preferred.

Skills

• Fluency in MEDDPICC, Challenger, and Strategic Selling (or other structured sales methodology).
• Commercial procurement command: understanding of enterprise SaaS/services contracting, marketplace transactions (AWS, Azure, GCP Marketplace), MSA/SOW structures, and security review processes.
• Familiarity with Databricks co-sell, deal registration, and partner program mechanics.
• Experience in Sports & Entertainment is a significant differentiator.
• Familiarity with a comparable platform (Snowflake, GCP, Azure) from a go-to-market perspective.

Benefits

At Resultant, we offer a flexible, high-trust environment paired with a shared commitment to accountability. We believe in taking ownership of your work from start to finish and delivering on your commitments to clients and coworkers. We encourage proactive communication, focus on outcomes, follow-through, and measurable impact. We also prioritize showing up where it matters, in person or virtually, when it strengthens relationships or results. We trust each other to own our work and deliver exceptional results.

Pay

Compensation is commensurate with experience.

Schedule

Flexible schedule to accommodate client needs and personal commitments.