SLSQ226R509 Mission The Partner Director of ANZ Consulting & Systems Integrator (SI) Partners will build an ecosystem of partners in ANZ to help Databricks rapidly achieve significant scale and deliver success for customers who are transforming their businesses using Data and AI. Define the strategy and plan in collaboration and alignment with ANZ sales and business development leaders Develop a compelling partner value proposition and prioritization that produces a mutually beneficial and meaningful relationship to efficiently address the market Identify, recruit, form, and manage relationships with a portfolio of the most impactful and productive ANZ-based partners aligned to our focus accounts and cloud partners. This will include Global SI partners managed by the Partner team and Regional SI partners managed in the region to strike the right balance of reach and depth. Enable partners to participate in joint sales and presales with our direct teams. Define training programs and joint engagement models for partners to deliver customer success. Define and execute campaigns that build, mature, and close opportunities using ‘sell with’ motions with partners. Work to establish Databricks as the data platform for Data and AI that powers their own solutions to customers, resulting in ‘sell to’ and ‘sell through’ opportunities with partners Work with the product, engineering, marketing, sales, presales, post-sales, finance, and legal teams to evaluate, explore, and execute partnership opportunities. Collaborate with Cloud partners (e.g. AWS, Microsoft Azure, and GCP) and relevant Software partners to align offering development and GTM efforts Understand the competitive landscape and identify strategic opportunities and threats while building partnerships that enhance Databricks' own offering. Impact you will have Drive sourced, influenced, and direct sales consumption and bookings exceeding targets as directed by the business Develop an overall partner strategy for ecosystem of partners and a long range 3 year plan to determine the right success metrics for each of these years in terms of revenue (sourced, influenced, and direct) design wins, customer adoption and growth, etc. Participate in a robust ANZ partner ecosystem that enables Databricks to rapidly and efficiently scale in the region and simultaneously creating meaningful business for partners Dramatically scale partners in ANZ which become trusted sales, delivery, and integration partnerships. Scale exiting partner ecosystem, add new partners to grow net new logos and existing use cases as the ANZ business partner to the Country MD. Responsibilities Develop an Ecosystem strategy and articulate a value proposition for Databricks ANZ assigned partners Lead both partners' ‘sell with’ and ‘sell to’ motions Generate new growth opportunities and expand the reach of Databricks through partnerships that broaden the distribution of Databricks to drive increasingly large opportunities, higher ARR, and consistent growth Work extensively with sales, presales, PS, and marketing teams to identify, land, and expand customers Competencies / Requirements 10 years of experience in business development at a top technology or other market-leading company Experience working with both GSI and RSI partners in a rapidly growing technology company that achieved a successful outcome, preferably in the big data and AI market Ability to strategically identify, leverage, and grow trusted and meaningful relationships with selected ANZ Consulting & SI partners, preferably within the big data and AI market Ability to articulate how platform addresses customer value to persuade partner industry/practice leaders and account teams to invest time with Databricks Ability to flourish with minimal guidance, be proactive, and handle uncertainty and ambiguity. Adept at influencing others, both externally and internally; ability to work effectively and build consensus across various functional groups to achieve goals. Results-driven, detail-oriented, organized self-starter. Creative and critical thinker
