Alliance Director

Experteer Overview In this role you will drive the business development motion for a Gold-tier and Rising Silver partner portfolio in EMEA, turning partner relationships into partner-sourced pipeline and growth. You will collaborate across PSMs, PSAs, and marketing to plan and execute GTM initiatives and build partner capability. You will translate the Brickbuilder program into live partner plays and lead programmatic demand generation that aligns with Databricks' priorities. This is a field-facing, high-velocity role focused on market-making and scalable co-sell. Pay / Benefits

• Own the partner BD motion for a defined EMEA portfolio to drive partner-sourced pipeline and early-stage opportunities Lead a set number of partner industry workshops per partner per year and run structured quarterly GTM campaigns Translate Brickbuilder into live GTM plays and qualify partners for Specialization and Brickbuilder eligibility Execute Power-of-3 motion (SI + ISV + Cloud) to create multi-workload, multi-year customer outcomes Build GTM capacity in partners (sales badge, masterclasses, champion development, Specialization progression) Own partner-facing governance (Plan-on-a-Page, Partner Cockpit, deal registration, SLA compliance) and ensure CRM hygiene for partner-sourced and delivery pipeline Run co-marketing investments (MDF, Accelerate, co-sponsored demand gen) with ROI discipline aligned to intent over activity Operate as a Partner First leader, treating priority partners as extensions of the Databricks sales team Tasks demonstrated partner business development or channel sales experience with evidence of moving partners from delivery to demand creation experience designing and running structured joint campaigns with partners experience managing a defined portfolio of SIs and building Joint Business Plans with measurable pipeline outcomes operational rigor in deal registration, KPI/OKR tracking, pipeline review cadence, and governance ability to collaborate cross-functionally across PSM, PSA, Field Marketing, and Field Sales/Pre-Sales leaders value selling and partner enablement capabilities, including running sales masterclasses domain knowledge of mid-tier SIs' business models and awareness of the EMEA data/AI competitive landscape and hyperscalers ambition and fast-paced execution in a growing environment and willingness to move quickly on big bets Key requirements
  
  Brickbuilder multi-year customer outcomes Build GTM capacity in partners (sales badge, masterclasses, champion development, Specialization progression) Own partner-facing governance (Plan-on-a-Page, Partner Cockpit, deal registration, SLA compliance) and ensure CRM hygiene for partner-sourced and delivery pipeline Run co-marketing investments (MDF, Accelerate, co-sponsored demand gen) with ROI discipline aligned to intent over activity Operate as a Partner First leader, treating priority partners as extensions of the Databricks sales team Tasks demonstrated partner business development or channel sales experience with evidence of moving partners from delivery to demand creation experience designing and running structured joint campaigns with partners experience managing a defined portfolio of SIs and building Joint Business Plans with measurable pipeline outcomes operational rigor in deal registration, KPI/OKR tracking, pipeline review cadence, and governance ability to
collaborate cross-functionally across PSM, PSA, Field Marketing, and Field Sales/Pre-Sales leaders
• value selling and partner enablement capabilities, including running sales masterclasses domain knowledge of mid-tier SIs' business models and awareness of the EMEA data/AI competitive landscape and hyperscalers ambition and fast-paced execution in a growing environment and willingness to move quickly on big bets Key requirements