Partner Development Manager

Role Overview

• Develop and manage an annual Joint Business Plan (JBP) with Databricks leadership, including pipeline, bookings, certifications, competencies, and GTM objectives.
• Own and expand the strategic partnership relationship with Databricks across sales, alliances, marketing, and field leadership.
• Develop and execute a multi-year Databricks ecosystem growth strategy aligned to KMS revenue and AI transformation goals.
• Identify and drive initiatives that elevate partner tier/status, competencies, certifications, and co-sell alignment within the Databricks ecosystem.
• Build executive-level relationships with Databricks regional leaders, account executives, partner managers, and solution architects.
• Lead Strategic Account Mapping exercises with Databricks Field Team.
• Identify, source, and influence co-sell opportunities with Databricks field teams.
• Create pathways to partner-funded programs including workshops, assessments, migration initiatives, accelerators, and innovation engagements.
• Drive partner-sourced and partner-influenced pipeline through account mapping, Joint opportunity planning, strategic pursuits and co-ordinated field engagement with Databricks sales team.
• Position KMS as a premier Databricks implementation, AI, and data engineering partner.
• Coordinate joint GTM motions including webinars, customer events, executive briefings, industry campaigns, and marketplace initiatives.
• Monitor Databricks ecosystem trends, partner priorities, funding programs, and strategic initiatives to identify new growth opportunities.
• Represent KMS at Databricks events, partner summits, conferences, and industry forums.
• Establish executive governance through executive interlocks, and regional operating cadences.
• Partner with delivery, architecture, marketing, and sales teams to develop repeatable offerings aligned to Databricks priorities.
• Develop repeatable Co-sell motion and sales play focussed on Help shape solution accelerators and service offerings around AI, data modernization, lakehouse transformation, analytics, and enterprise AI.
• Drive internal enablement around Databricks messaging, programs, certifications, and competitive positioning.
• Establish KPIs and executive reporting around alliance performance, pipeline contribution, certifications, and partner engagement.

Requirements

• 7+ years of experience in strategic alliances, partner development, ecosystem management, or enterprise technology sales.
• Direct experience managing or growing partnerships with Databricks, hyperscalers, or major cloud/data platform ecosystems.
• Demonstrated success driving co-sell revenue, partner-sourced pipeline, and ecosystem growth exceeding $10M+ annually.
• Strong understanding of enterprise data, analytics, AI/ML, cloud modernization, and digital transformation initiatives.
• Experience navigating complex enterprise sales organizations and executive stakeholder environments.
• Experience developing Joint Business Plans, executive governance models, and co-sell operating frameworks.
• Proven ability to influence without authority across sales, delivery, and executive leadership teams.
• Experience working within Global Systems Integrators, consulting firms, or technology services organizations

Tech Stack

• Cloud

Benefits

• 100% company-paid Medical, Dental & Vision insurance
• 401(k) with generous company match
• Pre-tax FSA options
• Employer Paid Short Term Disability, Long Term Disability, and Basic Life Insurance
• Self-managed Unlimited PTO + Paid Parental Leave
• Remote/hybrid flexibility
• Opportunities for career growth, mentorship, and leadership