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Director, AllianceDatabricks · 德国
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职位描述
机器翻译SLSQ427R368
虽然鼓励所列地点的候选人申请此职位，但我们也对其他地点的远程候选人开放。
这一高级领导职位将领导中欧、东欧、中东和非洲地区（德国、瑞士、奥地利、东欧）的合作伙伴销售，专注于咨询和系统集成商（C&SI）合作伙伴，并作为区域领导团队的一员。该区域负责人将制定与区域和职能优先事项一致的区域生态系统战略和计划。
您的直接下属将包括该区域的合作伙伴销售经理/总监。您将向欧洲、中东和非洲联盟副总裁汇报。
作为合作伙伴销售总监，您负责指定区域的合作伙伴上市战略——在我们的顶级客户中推动共同销售动议，与优先合作伙伴合作进行共同销售和共同交付，建立持久的销售管道，并让合作伙伴对转化为合作伙伴来源和合作伙伴影响的消费的执行负责。
这是一个备受瞩目的战略角色：您将在销售、现场工程、市场营销中推动合作伙伴优先的动议，并与合作伙伴解决方案架构师、合作伙伴营销、合作伙伴管理和合作伙伴赋能等扩展团队合作。您将向合作伙伴生态系统中的高级合作伙伴高管传达 Databricks 的区域合作伙伴叙事。您将拥有并发展与该区域战略合作伙伴的高管关系和承诺——包括全球和区域系统集成商（例如 Accenture、Deloitte、Capgemini）以及专业数据和 AI 合作伙伴——并带来深厚的行业知识以及由现代 AI 工具驱动的运营者思维。
您将产生的影响：
• 领导力与团队发展 — 领导区域联盟/C&SI 职能，建立和发展高绩效的跨职能团队，同时在区域领导论坛中代表合作伙伴组织。
• 战略规划与生态系统领导 — 拥有多年区域合作伙伴区域计划——形成令人信服的 3 年愿景，包括合作伙伴细分、覆盖模型和与区域及职能优先事项一致的运营节奏。
• 高管关系与叙事 — 拥有高管级合作伙伴关系，构建联合业务计划和面向高管的叙事，向高级合作伙伴和客户领导层可信地代表 Databricks。
• 客户级共同销售与重大押注研讨会 — 在顶级/必须赢得的客户中与优先合作伙伴推动联合客户规划研讨会，作为主要的共同销售和管道创建机制；指导 AE 并通过现场扩大合作伙伴动议。
• 管道与收入引擎 — 设计区域合作伙伴 GTM 战略，并将其转化为切实的、合作伙伴来源和合作伙伴影响的管道和消费。大规模推动合作伙伴主导的需求生成——行业活动、共同资助的活动、合作伙伴推介日和区域启动赞助。
• 产品特定合作伙伴 GTM — 拥有与平台优先事项一致的产品特定合作伙伴活动（迁移与现代化、Genie、Lakebase、AgentBricks）；主动构建合作伙伴对新产品的能力，以在产品组合演变时保持交付覆盖。
• 合作伙伴执行与问责 — 让战略 SI 合作伙伴和分层计划合作伙伴（Gold/Silver）对交付能力和业务发展的联合承诺负责；运行以 Salesforce 为锚的管道审查、预测和 KPI 检查的纪律性运营节奏；报告影响，而非活动。
• 合作伙伴交付质量 — 拥有合作伙伴交付质量治理——解决升级问题，确保合作伙伴按 SoW 配备人员，并与 FDE/现场工程合作制定保护客户成果的交付模型。
• 跨职能协调与现场采用 — 在销售、现场工程、市场营销和合作伙伴解决方案架构中设定方向；将合作伙伴战略嵌入区域审查，并推动内部现场采用，使 AE 在其客户中积极与合作伙伴互动。
• 解决方案开发与交付准备 — 共同创建差异化的、行业特定的联合解决方案和可重复的 GTM 活动，同时通过赋能、资产开发和交付卓越支持 SI 合作伙伴实践发展。
• AI 驱动运营 — 使用 AI 工具作为管道检查、合作伙伴情报、高管会议准备和面向合作伙伴的演示的主要操作系统；推动整个合作伙伴生态系统的 AI 熟练度。
我们寻找：
• 领导经验 — 成熟的人员领导者，曾建立和扩展合作伙伴销售总监/经理团队，在领先软件公司中作为合作伙伴或区域领导团队的一员运作。
• 合作伙伴/联盟销售经验 — 在企业软件、云或数据公司的合作伙伴/联盟销售、渠道或 GTM 方面拥有丰富经验，并有建立合作伙伴来源管道和推动可衡量收入影响的可靠记录。
• SI 与高管互动 — 具有在全球和区域系统集成商高管层面合作的具体经验，以领导行业 GTM 激活、CXO 互动和转型成果。
• 客户级共同销售执行 — 展示在企业客户中与 SI 合作伙伴推动联合客户规划研讨会的能力，将合作伙伴能力转化为来源管道和已关闭消费。
• 跨职能领导与现场影响 — 在矩阵环境中领导销售、现场/技术、市场营销、云合作伙伴（AWS、Azure、GCP）和 SI/ISV 合作伙伴的可靠记录；证明有能力将合作伙伴战略嵌入现场运营节奏，并在没有直接权力的情况下影响 AE。
• 高管风范 — 塑造令人信服的业务叙事，并协调内部、合作伙伴和客户的高级利益相关者；在 CXO 层面可信地代表 Databricks。
• 运营严谨性 — 干净的管道卫生、KPI 纪律和数据驱动的检查；能够定义和运行 OKR，以推动合作伙伴来源管道的可预测性。
• 合作伙伴交付治理 — 具有管理合作伙伴交付质量的经验——解决升级问题，让合作伙伴履行 SoW 承诺，并与专业服务合作制定共同交付模型。
• 行业与领域专业知识 — 深入了解 SI 业务模型、行业工作流程和区域购买模式；理解数据和 AI 如何创造价值，并将用例转化为联合合作伙伴解决方案。
• AI 熟练度与差旅 — 熟练使用现代 AI 生产力工具，包括用于管道和合作伙伴情报的 AI 驱动分析；能够出差 25–40% 参加合作伙伴业务审查、客户规划研讨会和高管互动。
关于 Databricks
Databricks 是数据和 AI 公司。全球超过 20,000 家组织——包括 adidas、AT&T、Bayer、Block、Mastercard、Rivian、Unilever 以及 70% 的财富 500 强——依赖 Databricks Data + AI Platform 构建和扩展数据与 AI 应用、分析和代理。Databricks 总部位于旧金山，在全球拥有 30 多个办事处，提供统一平台，包括 Genie、Lakebase、Agent Bricks、Lakeflow、Lakehouse 和 Unity Catalog。要了解更多信息，请在 LinkedIn、X、YouTube 和 Instagram 上关注 Databricks。
福利待遇
在 Databricks，我们努力提供满足所有员工需求的全面福利和津贴。有关您所在地区所提供福利的具体详情，请点击此处。
我们对多元化和包容性的承诺
在 Databricks，我们致力于培养多元化和包容性的文化，让每个人都能脱颖而出。我们非常谨慎地确保我们的招聘实践具有包容性并符合平等就业机会标准。在 Databricks 寻求就业的个人不会因年龄、肤色、残疾、种族、家庭或婚姻状况、性别认同或表达、语言、国籍、身体和心理能力、政治派别、种族、宗教、性取向、社会经济地位、退伍军人身份和其他受保护特征而受到考虑。
合规
如果履行工作职责需要访问出口管制技术或源代码，雇主可自行决定是否为此类职位申请美国政府许可证，雇主也可能仅基于此原因拒绝继续处理申请人。
以上内容由机器翻译自动生成，可能存在错误；投递前请以雇主原文为准。
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职位描述
SLSQ427R368
While candidates in the listed locations are encouraged for this role, we are open to remote candidates in other locations.
This senior leadership role will lead Partner Sales for the Central EMEA region (Germany. CH, Austria eastern Europe), focused on consulting and Systems Integrator (C&SI) partners, as a member of the Regional Leadership Team. The regional leader will build the regional ecosystem strategy and plan aligned with regional and functional priorities.
Your direct reports will include Partner Sales managers/directors in the region. You will report to the Vice President, EMEA Alliances.
As Director, Partner Sales, you own the partner go-to-market strategy for the assigned region — driving co-sell motions in our top accounts, working with priority partners for co-sell and co-deliver, building durable pipelines, and holding partners accountable to execution that converts to partner-sourced and partner-influenced consumption.
This is a highly visible, strategic role: you drive the partner-first motion across Sales, Field Engineering, Marketing, and work with the extended team of Partner Solution Architects, Partner Marketing, Partner Management and Partner Enablement. You carry Databricks' regional partner narrative to senior partner executives in our partner ecosystem. You will own and grow executive relationships and commitment with strategic partners across the region — including global and regional systems integrators (e.g. Accenture, Deloitte, Capgemini) and specialist data and AI partners — and you bring deep industry knowledge and an operator's mindset powered by modern AI tooling.
The impact you will have:
• Leadership & Team Development — Lead the regional Alliances/C&SI function, building and developing a high-performing cross-functional team while representing the partner organisation in regional leadership forums.
• Strategic Planning & Ecosystem Leadership — Own the multi-year regional partner territory plan — forming a compelling 3-year vision with partner segmentation, coverage model, and operational rhythm aligned to regional and functional priorities.
• Executive Relationships & Narrative — Own executive-level partner relationships, building joint business plans and executive-ready narratives that represent Databricks credibly to senior partner and customer leadership.
• Account-Level Co-Sell & Big Bet Workshops — Drive joint account planning workshops in Top/must-win accounts with priority partners as the primary co-sell and pipeline creation mechanism; coach AEs and scale the partner motion through the field.
• Pipeline & Revenue Engine — Architect the regional partner GTM strategy and convert it into a tangible, partner-sourced and partner-influenced pipeline and consumption. Drive partner-led demand generation at scale — industry events, co-funded campaigns, partner pitch days, and regional kickoff sponsorships.
• Product-Specific Partner GTM — Own product-specific partner campaigns (Migration & Modernisation, Genie, Lakebase, AgentBricks) aligned to platform priorities; proactively build partner capability on new products to maintain delivery coverage as the product mix evolves.
• Partner Execution & Accountability — Hold strategic SI partners and tiered programme partners (Gold/Silver) to joint commitments on both delivery capability and business development; run a disciplined operating cadence of pipeline reviews, forecast, and KPI inspection anchored to Salesforce; report impact, not activity.
• Partner Delivery Quality — Own partner delivery quality governance — resolve escalations, ensure partners' staff to SoW, and work with FDE/Field Engineering on delivery models that protect customer outcomes.
• Cross-Functional Orchestration & Field Adoption — Set direction across Sales, Field Engineering, Marketing, and Partner Solution Architecture; embed partner strategy into territory reviews and drive internal field adoption so AEs actively engage partners in their accounts.
• Solution Development & Delivery Readiness — Co-create differentiated, industry-specific joint solutions and repeatable GTM campaigns while supporting SI partner practice development through enablement, asset development, and delivery excellence.
• AI-Driven Operations — Use AI tools as the primary operating system for pipeline inspection, partner intelligence, exec meeting prep, and partner-facing demos; drive AI fluency across the partner ecosystem.
What we look for:
• Leadership Experience — Proven people leader who has built and scaled teams of partner sales directors/managers, operating as a member of a partner or regional leadership team in a leading software company.
• Partner/Alliance Sales Experience — Extensive experience in partner/alliance sales, channel, or GTM at an enterprise software, cloud, or data company with a proven track record of building partner-sourced pipeline and driving measurable revenue impact.
• SI & Executive Engagement — Specific experience working with Global and Regional Systems Integrators at an executive level to lead industry GTM activation, CXO engagement, and transformational outcomes.
• Account-Level Co-Sell Execution — Demonstrated ability to drive joint account planning workshops with SI partners in enterprise accounts, translating partner capability into sourced pipeline and closed consumption.
• Cross-Functional Leadership & Field Influence — Track record leading across Sales, Field/Technical, Marketing, Cloud partners (AWS, Azure, GCP), and SI/ISV partners in a matrixed environment; proven ability to embed partner strategy into field operating rhythms and influence AEs without direct authority.
• Executive Presence — Shapes a compelling business narrative and aligns senior internal, partner, and customer stakeholders; represents Databricks credibly at the CXO level.
• Operational Rigour — Clean pipeline hygiene, KPI discipline, and data-driven inspection; comfort defining and running OKRs that drive predictability in partner-sourced pipeline.
• Partner Delivery Governance — Experience managing partner delivery quality — resolving escalations, holding partners to SoW commitments, and working with professional services on co-delivery models.
• Industry & Domain Expertise — Deep knowledge of SI business models, industry workflows, and regional buying patterns; understands how data and AI create value and translates use cases into joint partner solutions.
• AI Fluency & Travel — Fluency with modern AI productivity tools, including AI-powered analytics for pipeline and partner intelligence; ability to travel 25–40% for partner business reviews, account-planning workshops, and executive engagements.
About Databricks
Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn , X , YouTube , and Instagram .
福利待遇
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 click here .
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.