Job Description

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 companys 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 organizations 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 companys 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.

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