# Sr. Alliance Manager

**Company**: Databricks
**Location**: Bengaluru, India
**Experience**: senior
**Job type**: full-time
**Category**: Sales
**Industry**: Technology
**Wikidata**: https://www.wikidata.org/wiki/Q18350420

**Apply**: https://job-boards.greenhouse.io/databricks/jobs/8603400002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply
**Canonical**: https://yubhub.co/jobs/job_26501b08-370

## Description

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.

## Skills

### Required
- Partner Sales
- Partner Management
- Cloud ecosystem
- Hyperscaler partner program
- Partner engagement programs

### Nice to have
- Databricks ecosystem
- Cohort-based partner engagement
- India-based SI/consulting partner ecosystem
- Partner engagement platforms
- Virtual enablement sessions

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Source: [Apply at job-boards.greenhouse.io](https://job-boards.greenhouse.io/databricks/jobs/8603400002?utm_source=yubhub.co&utm_medium=jobs_feed&utm_campaign=apply)