Vice President – Partner Sales (Databricks)
Location: Remote (North America)
Our client is building a partner-centric growth business unit to collaborate with key strategic channel partners and accelerate the company’s expansion. This unit focuses on partnerships within the Data & AI ecosystem, particularly with leading cloud and platform providers such as Databricks.
We are seeking a dynamic and enthusiastic Growth Sales Leader to take on channel-sales-specific roles, leveraging partner ecosystems to expand the organization’s market footprint in North America. The ideal candidate will be passionate about cloud-based data technologies, adept at developing and managing channel strategies, and skilled in building strong relationships with partners.
Responsibilities
- Execute comprehensive channel sales in collaboration with hyperscaler partners.
- Identify and prioritize channel opportunities to drive joint revenue growth and market share.
- Manage relationships with channel partners, including partner alliance teams, field sales teams, and technical teams, to maximize collaboration and pipeline generation.
- Drive regional and vertical-specific channel business growth, including lead generation, deal qualification, solution-led selling, and achieving pipeline and revenue targets.
- Actively engage with partners to identify and pursue co-selling opportunities.
- Ensure consistent pipeline development through joint demand-generation activities with channel partners.
Solution Enablement
- Collaborate with internal practice and delivery teams to design channel-specific solutions tailored to client needs.
- Develop channel sales enablement materials, such as solution offerings, industry solutions, and internal sales tools.
- Support pre-sales processes by aligning partner resources and expertise with client requirements.
Market Expansion
- Work with channel partners to expand the company’s presence in existing accounts and penetrate new markets.
- Drive customer acquisition by leveraging channel networks and identifying new collaboration opportunities.
Operational Excellence
- Forecast and track channel-driven revenue, maintain a healthy sales funnel, and meet or exceed quarterly and annual sales targets.
- Ensure alignment between the organization and partner goals, focusing on joint business planning, co-investment opportunities, and success metrics.
Qualifications
- 15+ years of experience, including at least 5 years in Channel Sales, Strategic Alliances, Partner Sales, or GTM roles within the Data & AI domain.
- Strong expertise in managing channel sales operations, partner relationships, and joint GTM planning.
- Proven track record of scaling Data, Analytics, and AI sales portfolios through channel ecosystems.
- Experience in selling domain-based Data & Analytics solutions and co-selling with channel partners.
- Expertise across the data-to-insight value chain, including Data Integration, Data Management, BI, Advanced Analytics, and Generative AI.
- Exceptional communication and interpersonal skills, with the ability to influence C-level executives and key decision-makers within partner organizations.
- Demonstrated success in driving channel-led business growth, including co-selling, revenue forecasting, and pipeline development.
- Entrepreneurial mindset with strong focus on innovation, collaboration, and execution.
- Strong analytical and organizational skills, with the ability to manage multiple partner relationships and complex sales cycles.