Partner Sales Director, Digital Native

FEQ227R112

As Partner Sales Director for DNB (Digital Native Business), you own the partner go-to-market strategy — architecting joint solutions with our most strategic partners, 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 set the agenda across Sales, Field Engineering, Marketing, Partner Solution Architecture, and the partner ecosystem, and you carry Databricks' DNB partner narrative to senior partner and customer executives. You will own and grow relationships with strategic partners across the business — including global and regional systems integrators such as Accenture, Deloitte, Capgemini, and IBM, and specialist data and AI partners — and you bring deep industry knowledge and an operator's mindset powered by modern AI tooling. Reporting to the Vice President of AMER Partner Sales.

The impact you will have:

• DNB Partner Territory Plan - You will own the partner territory plan for the DNB business.
• Own the executive relationship and narrative — build joint business plans and executive-ready narratives, and represent Databricks credibly to senior partner and customer leadership.
• Orchestrate cross-functional alignment — set direction across Sales, Field Engineering, Marketing, Partner Solution Architecture, and partner leadership, resolving friction and keeping strategic deals moving.
• Build and own the pipeline engine — architect the DNB partner GTM strategy and convert it into durable, partner-sourced and partner-influenced pipeline and consumption across the vertical.
• Drive partner execution and accountability — hold strategic SI/ISV partners to joint commitments; inspect co-sell motions rigorously and remove friction so partners execute effectively against shared pipeline and revenue goals.
• Lead solution development with partners — co-create differentiated, industry-specific joint solutions, accelerators, and repeatable GTM plays that pair partner capability with the Databricks platform to solve high-value DNB use cases.
• Run a disciplined operating cadence — pipeline reviews, forecast, and KPI inspection anchored to Salesforce as the system of record; report impact, not activity.
• Apply an operator mindset with AI-driven tools to improve forecasting accuracy, pipeline quality, solution development speed, and partner attribution.

What we look for:

• 8+ years in partner/alliance sales, channel, or GTM at an enterprise software,