Head of EMEA ISV London, United Kingdom

We are looking for a highly skilled, strategic and tenacious EMEA ISV Leader with strong vision and unparalleled execution.

You will design, develop and execute the GTM strategy and programs with ISVs. You have driven scale and produced multiplier effects. You will define priorities, drive high activity, work closely with the leadership team and roll up your sleeves to execute. Your program will drive competitive advantage to our ISV partners, accelerate Databricks’ growth and unlock business impact to joint customers.

The impact you will have

• GTM Strategy & Execution : Develop and execute EMEA GTM strategy implementing innovative strategies that expand our market presence.
• Sales Programs: Launch sales plays and programs within Databricks, ISVs and our shared ecosystem with an industry-first lens. Launch programs sales plays, partner power plays (with Cloud, SIs and other ISVs).
• Demand Generation: Work with Sales Dev, Demand Gen, and Marketing to launch outbound and inbound campaigns to spread awareness and support pipeline creation for the joint solutions.
• Operational Excellence: Create and drive operational rigor for cadence, reporting, KPIs, escalation process, stakeholder updates and QBRs.
• Market Research: Conduct market research including customer discussions and aggregated customer feedback to identify trends, customer needs, and competitive landscape to inform solution development and partner strategy. Provide data-driven insights on ISV consumption trends and represent ‘the voice of the partner’.
• Sales Enablement: Collaborate with enablement, sales and solution engineering teams to drive ISV-related sales motions, including training, messaging, and co-selling efforts. Deal Support: Anticipate (and proactively solve) channel conflict, support deal creation through close, drive account field engagement with BU leaders and strategic priority accounts.
• One-Team: Develop an environment for winning and success to further nurture a ‘one team’ collaborative culture.

Examples of responsibilities

• Set a winning Strategy: Understand and align the right ISVs to EMEA Sales Leader priorities, company priorities and critical industry imperatives.
• Drive Partner Success: Work with ISV Partner C-suite, Alliance and Sales teams to build and execute on GTM plans in region. Facilitate Regional QBRs with important partners.
• Build for Scale: Work with Sales Programs to embed ISV Partners into core motions and priorities.
• Activate and Enable the field: Create and deliver enablement through EMEA on how best to work with ISVs and which ISVs to work with for certain industry imperatives and company priorities. Lead Sales workshops between partner and Databricks to unlock new use cases and progress said pipeline.
• Represent the business: Have the depth to handle discussions on data collaboration, technology partners and built ons with customers and partners.
• Make our ISV Program a competitive differentiator: Build mindshare with top ISVs by engaging top Data and AI Leadership, Industry Leadership and C-suite. Build a program that is just as much a competitive differentiator for partners as our product.
• Triangulate and drive ecosystem success: Drive Partner Power Play, aligning the right ISVs to the right SIs. Define repeatable use cases and work with industry team and partners to build Brickbuilder Solutions.
• Measure, Iterate and Improve: Identify cross functional gaps and work to bring teams together to solve them. Identify gaps in our ecosystem portfolio and assist to recruit the appropriate partners. Drives efficiencies and productivity across their region, guiding on accurate activity tracking from a depth of experience.
• Collaborate Cross Functionally: Interlock and build effective relationship with Sales teams, Business Development, Product, Engineering, Pre-sales, Post-sales, Marketing, Partners and other partners in the ecosystem.

What we look for

Experience

• Extensive experience selling Software, SaaS, Cloud Sales.
• 8+ years experience in securing and supporting ISV partners at scale with track record of success in planning and executing ISV co-sell programs.
• Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer).
• Degree in business, economics, engineering, finance, science or math preferable.
• Track record of building strong ecosystems of lucrative customer relationships and cross-functional partnerships (Sales, Engineering, Marketing).

Skills

• Outstanding communication skills (verbal, written and presentation) for both technical and executive audiences.
• Technically knowledgeable in the open source software, big data, IoT, and/or cloud computing space.
• Ability to translate technical concepts into business value, interacting with both business executives and technical audiences (data scientists and engineers).
• In-depth understanding of alliance/partner organisations, key stakeholder management, joint value proposition development and delivering field enablement programs.
• Possess aptitude to learn quickly and establish credibility.
• Proactive, entrepreneurial spirit and tenacious team player.

About Databricks

Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.

Benefits

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region, please visit mybenefitsnow.com/databricks .

Our Commitment to Diversity and Inclusion

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.

Compliance

If access to export-controlled technology or source code is required for performance of job duties, it is within Employer\’s discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

#J-18808-Ljbffr