Director, Alliance

DatabricksData Lakehouse company

GermanyDirector

Andreessen Horowitz

New Enterprise Associates

Morgan Stanley

T. Rowe Price

NVIDIA

CapitalG

Sales & Account ManagementNew

About the role

TL;DR

Lead Partner Sales for Central EMEA, focusing on SI partners and building the regional ecosystem strategy.

•This senior leadership role will lead Partner Sales for the Central EMEA region, focusing on consulting and Systems Integrator (C&SI) partners.
•You will build the regional ecosystem strategy and plan aligned with regional and functional priorities.
•Key Responsibilities Lead the regional Alliances/C&SI function, building and developing a high-performing cross-functional team.
•Own the multi-year regional partner territory plan, forming a compelling 3-year vision with partner segmentation and coverage model.
•Drive joint account planning workshops in Top/must-win accounts with priority partners as the primary co-sell and pipeline creation mechanism.
•Architect the regional partner GTM strategy and convert it into a tangible, partner-sourced and partner-influenced pipeline and consumption.
•Hold strategic SI partners and tiered programme partners to joint commitments on both delivery capability and business development.
•Requirements Proven people leader who has built and scaled teams of partner sales directors/managers.
•Extensive experience in partner/alliance sales, channel, or GTM at an enterprise software, cloud, or data company.
•Specific experience working with Global and Regional Systems Integrators at an executive level.
•Demonstrated ability to drive joint account planning workshops with SI partners in enterprise accounts.
•Track record leading across Sales, Field/Technical, Marketing, Cloud partners, and SI/ISV partners in a matrixed environment.

Strategic PlanningGo-to-MarketSalesforceDatabricksAWSAzureGoogle CloudEnterprise SalesBusiness Development

PythonJavaScriptSQL

consultingdeveloper-toolsaiproductivity

PythonJavaScriptSQLAWSAzureGoogle CloudSalesforceDatabricks