Sr. Alliance Manager

The Partner Development Center (PDC) is the engine of Databricks' C&SI partner ecosystem growth.

This India-based Sr. Alliance Manager is the sole dedicated PDC resource for the EMEA and APJ regions , covering approximately 50 high-value Rising 100 C&SI partners across EMEA and Asia Pacific time zones, with additional accountability for Bronze-tier cohort activation in the region.

You will own the full partner development lifecycle for your book: from joint business plan design and coaching, to Bronze-to-Silver progression mechanics, to co-sell coordination with field sales.

Responsibilities

Rising 100 White-Glove Engagement

• Build and manage Joint Business Plans (JBPs) with ~44 EMEA and ~7 APJ Rising 100 SI partners , including quarterly KPI setting, milestone tracking, and structured coaching cadences (biweekly).
• Drive partners against Rising 100 health metrics: active JBP execution, sourced MRR trajectory, certification milestones, 90-day pipeline activity, and Partner Value Score (PVS) lift.
• Own the opt-in commitment model , partner selection, goal-setting, and entry/exit criteria enforcement within your regional cohort.
• Serve as the escalation point for Rising 100 partners in your region: proactive, not reactive, and always one step ahead of the partner's next milestone.

Bronze Scale Motion & Cohort Activation

• Design and run cohort-based engagement programs for Bronze-tier partners pursuing Silver tier , not just execute existing playbooks, but build and iterate on them based on regional data signals.
• Drive Bronze partner adoption of milestone-based onboarding: Learning Path completion, Sales Badge attainment, deal registration first submission, and first high-intent lead.
• Leverage automation and sequencing tools (e.g., Salesforce, Outreach, partner portals) to manage engagement at scale, with human touchpoints earned rather than entitlement-based.

PDC Operations & Cross-Functional Coordination

• Own PDC Office Hours and regional partners@ alias management for EMEA/APJ.
• Coordinate co-sell opportunities with field AEs, driving partner-sourced and partner-influenced pipeline in collaboration with local country sales and alliance leaders.
• Partner with Ops and Enablement to surface and remove onboarding friction , especially for India-based development center partners navigating the Brickbuilder program, certification tracks, and deal registration workflows.
• Bring the voice of the EMEA/APJ partner ecosystem into PDC program design; identify what is systemically broken vs. what is solvable through coaching.

Requirements

Non-Negotiable

• 8+ years of experience in Partner Sales or Partner Management at a top-tier technology or high-growth enterprise tech company , with direct, external, partner-facing responsibility (not internal operations or vendor management).
• Demonstrated ability to design and build partner engagement programs from scratch , not just execute established playbooks.
• Cloud ecosystem fluency: working experience with at least one hyperscaler partner program (AWS, Azure, or GCP) , including tier mechanics, certification tracks, deal registration, and co-sell motions.
• Track record of driving measurable partner outcomes: sourced pipeline, certification attainment, tier progression, or equivalent program KPIs.
• Comfort operating fully autonomously across global time zones, without a local team , you build the structure, not inherit one.

Strongly Preferred

• Direct Databricks ecosystem exposure: knowledge of the Brickbuilder program, Partner Value Score (PVS), Bronze/Silver tier requirements, or Databricks Academy certification tracks.
• Experience with cohort-based partner engagement: managing segmented partner populations (not just 5–10 named strategic accounts) using data signals to sequence and prioritize outreach.
• India-based SI/consulting partner ecosystem familiarity , understanding how GSIs like TCS, Infosys, Wipro, Persistent, or Nagarro structure their delivery practices, certification investments, and hyperscaler alliance programs.
• Proficiency with partner engagement platforms: Salesforce, Outreach, partner portals, and BI/analytics tools (Power BI, Tableau, or equivalent).
• Experience facilitating virtual enablement sessions , office hours, 1:few partner workshops, webinars , for partner-facing audiences.