At a Glance
- Tasks: Drive partner relationships and create demand through innovative campaigns and strategic engagements.
- Company: Join Databricks, a leading Data and AI company with a global presence.
- Benefits: Enjoy comprehensive benefits, remote work options, and a commitment to diversity and inclusion.
- Other info: Be part of a dynamic team that values ambition and collaboration.
- Why this job: Make a real impact by transforming partner strategies and driving growth in a fast-paced environment.
- Qualifications: Experience in partner business development and campaign execution is essential.
The predicted salary is between 54000 - 66000 £ per year.
You will serve as the business development engine for Databricks' Gold-tier and Rising Silver partner portfolio in EMEA, owning the motions that convert partner relationships into partner-sourced pipeline and consumption growth. Your primary mandate is intentional market-making: moving partners from delivery-first behaviour into structured demand creation through Big Bet account engagements, joint GTM campaigns, Brickbuilder solution plays, and scalable co-sell execution. You will work closely with Partner Sales Managers (PSMs), Partner Solutions Architects (PSAs), as well as Partner and Field Marketing to plan, execute, and advance partner GTM and to build the GTM capability within partners that makes this motion repeatable. You will report to the EMEA Partner Manager Leader.
The impact you will have:
- You will own the business development motion for a defined portfolio of Gold-tier and Rising Silver partners in EMEA, co-developing structured GTM plans with the partners that drive partner-sourced pipeline volume (early-stage opportunity creation) and velocity aligned to the partner-sourced contribution targets.
- You will lead a targeted number of partner industry workshops per partner per year and run a defined number of structured partner GTM campaigns per quarter, moving partners from opportunistic co-selling to programmatic, campaign-driven demand generation aligned to Company and GTM Priorities.
- You will translate the Databricks Brickbuilder program into live partner GTM plays — identifying the right use cases, qualifying partners for Specialization and Brickbuilder eligibility, and connecting partner solution IP to Databricks sales programs and customer outcome maps for the key industries.
- You will execute the Power-of-3 motion (SI + ISV + Cloud) within your partner portfolio, brokering joint account engagements that combine your partners industry depth with cloud hyperscaler funding, and ISV capability to create multi-workload, multi-year customer outcomes.
- You will build GTM capacity inside your partner portfolio — driving sales badge completion, sales masterclasses, partner champion development, and Specialization progression — moving partners from certified to market-making, with the goal that each priority partner has a dedicated Databricks GTM team operating at the Databricks field standard.
- You will own the partner-facing governance model for your portfolio: Plan-on-a-Page and Partner Cockpit discipline, deal registration and SLA compliance, cadenced partner business updates, and the CRM hygiene that ensures partner-sourced and delivery pipeline is correctly marked and credited.
- You will run co-marketing investment decisions for your portfolio (MDF, Accelerate, co-sponsored demand gen), applying ROI discipline — strategic impact over activity volume — aligned to the principle that investment is intent, not incremental spending.
- You will operate as a Partner First leader in the field, treating priority partners as extensions of the Databricks sales team: setting accountability expectations, recognizing and scaling what works, and being the first call for partners who are creating net-new pipeline in accounts.
What we look for:
- Partner business development or channel sales experience: a demonstrated track record of driving partner-sourced or partner-initiated pipeline — not just co-sell support — with tangible evidence of moving a partner from reactive delivery to proactive demand creation.
- Campaign and programmatic GTM execution: experience designing and running structured joint campaigns with partners, not one-off events; ability to connect partner solution IP (e.g. Brickbuilder-style accelerators) to sales programs and customer outcome narratives.
- Partner portfolio management: experience managing a defined portfolio of regional or national SIs, selecting and prioritizing partners by commercial fit and growth potential, and building Joint Business Plans that produce measurable sourced pipeline outcomes.
- Operational rigor: comfort owning deal registration hygiene, KPI/OKR tracking (sourced, conversion, campaign attribution, etc.), pipeline review cadence, and partner governance (Plan-on-a-Page, Cockpit, etc.) with the discipline to keep metrics correct, analyze, using AI tools in your daily work, and act on what the data shows.
- Cross-functional collaboration: ability to work across PSM, PSA, Field Marketing, and Field Sales and Pre-Sales Leaders, to qualify, advance, and close partner-sourced opportunities. Experience navigating Sales and partner team alignment around co-sell priorities and partner accreditation.
- Value selling and partner enablement: ability to help partners build an outcome-focused, industry-specific narrative for C-suite and LoB buyers — not just pitch the platform — and to run sales masterclasses and capability sessions that improve partner sales confidence and conversion.
- Domain knowledge: understanding of mid-tier SIs' business models, how their P&L is structured, and what "partner-sourced" means operationally in their context; awareness of the EMEA data/AI competitive landscape, including the hyperscaler dynamics (AWS, Microsoft, GCP) that shape partner investment decisions.
- Ambition and execution pace: comfort operating in a high-growth, fast-moving environment where the operating model is still being built, and contributing to building it. The ability to move fast on Big Bet account engagements and campaigns without waiting for perfect conditions.
Alliance Director employer: Databricks
Databricks is an exceptional employer that fosters a dynamic and innovative work culture in the heart of London. With a strong emphasis on employee growth, you will have access to continuous learning opportunities and the chance to mentor others, all while working with cutting-edge data analytics solutions. The collaborative environment encourages creativity and teamwork, making it a rewarding place for those passionate about technology and client engagement.
StudySmarter Expert Advice🤫
We think this is how you could land Alliance Director
✨Get to Grips with Data Visualisation Tools
If you're aiming for a full-time role in business intelligence, brush up on your skills with popular data visualisation tools like Tableau or Power BI. Showcasing projects where you've transformed raw data into clear visual insights can give you a real edge.
✨Join Local Business Intelligence Meetups
Look for local business intelligence meetups or analytics conferences in your area. These events are not just great for learning but also for networking with industry professionals who could lead you to opportunities at companies like Databricks!
✨Engage with Online BI Communities
Join online forums or communities focused on business intelligence—think LinkedIn groups, Reddit threads, or even dedicated Slack channels. Engage actively by sharing your insights and asking questions; this can help you build visibility and connect with potential employers.
✨Leverage Your University’s Career Support
If you're a recent graduate, definitely tap into your university's career services. Many have connections with companies in need of full-time BI specialists, and they can guide you on how to pitch yourself effectively—don't miss out on that!
We think you need these skills to ace Alliance Director
Some tips for your application 🫡
Highlight Your Analytical Skills:In the business intelligence field, showcasing your analytical skills is a must. Make sure your CV includes relevant experience with data analysis tools, programming languages like SQL or Python, and any projects where you've interpreted complex data sets to drive business decisions.
Showcase Your Business Acumen:Don't just focus on data; show us how you can apply your insights to real-world business problems. Highlight projects where you made a tangible impact on company performance, and be prepared to explain your thought process in your cover letter.
Tailor Your Documents for Us:When applying for a full-time role at Databricks, tailor your CV and cover letter to reflect our organisational goals and strategies. Mention specific tools and methodologies that align with what we do—this shows you’ve done your homework and are genuinely interested in our mission!
Include Relevant Certifications:Certifications like Google Data Analytics or similar qualifications can really make you stand out in business intelligence. Include these in your application, as they demonstrate your commitment to the field and your willingness to stay current with industry standards.
How to prepare for a job interview at Databricks
✨Show off your analytical skills
In a business intelligence role, you're going to need to demonstrate your analytical prowess. Be prepared to discuss specific tools you've used, like SQL, Tableau, or Power BI. Have real-world examples ready where you’ve turned data into actionable insights – this is what makes us shine in interviews!
✨Practice your technical know-how
Expect some technical questions during the interview that dive deep into your understanding of data modelling and analytics frameworks. Brush up on your knowledge of data warehousing concepts and be ready to tackle any real case scenarios they might present. They’ll want to see how you approach problems using your BI toolkit.
✨Portfolio of Projects
Since it's a full-time role, having a strong portfolio is key! Compile case studies demonstrating your previous projects, preferably showing how your insights led to business improvements. This can help us display how you think through complex datasets and your problem-solving process, which is what employers are keen on seeing.
✨Know their business model
Get familiar with Databricks’s business model and recent data-driven decisions. Be prepared to discuss how your skills can specifically support their objectives or challenges. Understanding their landscape shows that you’re not just a data buff, but you’re also genuinely interested in how BI can impact their bottom line.
