Sr. Alliance Manager

SLSQ227R839

The Partner Development Center (PDC) is the engine of Databricks' C&SI partner ecosystem growth. We run a digital-first engagement model that moves Rising 100 and active Bronze partners from onboarding to revenue through standardized maturity paths, milestone-based activation, and earned human coaching — so customer impact, enablement, and GTM collaboration consistently beat plan. This is not a team of relationship managers. We are program builders, ecosystem developers, and partner advocates. We design the engagement motion, not just follow one.

The Role

This India-based Sr. Alliance Manager is the sole dedicated PDC resource for the EMEA and APJ regions — covering approximately 50 high-value Rising 100 C&SI partners across EMEA and Asia Pacific time zones, with additional accountability for Bronze-tier cohort activation in the region.

You will own the full partner development lifecycle for your book: from joint business plan design and coaching, to Bronze-to-Silver progression mechanics, to co-sell coordination with field sales. You'll operate autonomously — no local PDC team, no playbook handed to you — interfacing daily with AEs, Solution Architects, Partner Marketing, Enablement, Legal, and Ops across multiple time zones.

This role is a direct investment in Databricks' growing India presence. As Databricks continues to expand its India COE partnerships with leading global SIs, this hire is the face of that investment for our partner ecosystem.

What You'll Do

Rising 100 White-Glove Engagement

• Build and manage Joint Business Plans (JBPs) with ~44 EMEA and ~7 APJ Rising 100 SI partners — including quarterly KPI setting, milestone tracking, and structured coaching cadences (biweekly).
• Drive partners against Rising 100 health metrics: active JBP execution, sourced MRR trajectory, certification milestones, 90-day pipeline activity, and Partner Value Score (PVS) lift.
• Own the opt-in commitment model — partner selection, goal-setting, and entry/exit criteria enforcement within your regional cohort.
• Serve as the escalation point for Rising 100 partners in your region: proactive, not reactive, and always one step ahead of the partner's next milestone.

Bronze Scale Motion & Cohort Activation

• Design and run cohort-based engagement programs for Bronze-tier partners pursuing Silver tier — not just execute existing playbooks, but build and iterate on them based on regional data signals.
• Drive Bronze partner adoption of milestone-based onboarding: Learning Path completion, Sales Badge attainment, deal registration first submission, and first high-intent lead.
• Leverage automation and sequencing tools (e.g., Salesforce, Outreach, partner portals) to manage engagement at scale, with human touchpoints earned rather than entitlement-based.

PDC Operations & Cross-Functional Coordination

• Own PDC Office Hours and regional partners@ alias management for EMEA/APJ.
• Coordinate co-sell opportunities with field AEs, driving partner-sourced and partner-influenced pipeline in collaboration with local country sales and alliance leaders.
• Partner with Ops and Enablement to surface and remove onboarding friction — especially for India-based development center partners navigating the Brickbuilder program, certification tracks, and deal registration workflows.
• Bring the voice of the EMEA/APJ partner ecosystem into PDC program design; identify what is systemically broken vs. what is solvable through coaching.

What We Look For

Non-Negotiable

• 8+ years of experience in Partner Sales or Partner Management at a top-tier technology or high-growth enterprise tech company — with direct, external, partner-facing responsibility (not internal operations or vendor management).
• Demonstrated ability to design and build partner engagement programs from scratch — not just execute established playbooks. This distinction is critical.
• Cloud ecosystem fluency: working experience with at least one hyperscaler partner program (AWS, Azure, or GCP) — including tier mechanics, certification tracks, deal registration, and co-sell motions.
• Track record of driving measurable partner outcomes: sourced pipeline, certification attainment, tier progression, or equivalent program KPIs.
• Comfort operating fully autonomously across global time zones, without a local team — you build the structure, not inherit one.

Strongly Preferred

• Direct Databricks ecosystem exposure: knowledge of the Brickbuilder program, Partner Value Score (PVS), Bronze/Silver tier requirements, or Databricks Academy certification tracks.
• Experience with cohort-based partner engagement: managing segmented partner populations (not just 5–10 named strategic accounts) using data signals to sequence and prioritize outreach.
• India-based SI/consulting partner ecosystem familiarity — understanding how GSIs like TCS, Infosys, Wipro, Persistent, or Nagarro structure their delivery practices, certification investments, and hyperscaler alliance programs.
• Proficiency with partner engagement platforms: Salesforce, Outreach, partner portals, and BI/analytics tools (Power BI, Tableau, or equivalent).
• Experience facilitating virtual enablement sessions — office hours, 1:few partner workshops, webinars — for partner-facing audiences.