Description
Databricks is a partner-first company. Its exponential growth is fueled by the success of its partner ecosystem, and this role is crucial to how it scales and leverages that ecosystem to drive non-linear growth through world-class enablement programs.
This role sits within the Partner Enablement team in the Field Engineering organisation, whose vision is to activate and accelerate the value customers get from their data and AI. The Partner Enablement team extends this vision by accelerating the value partners get from aligning with Databricks.
As the Partner Presales Enablement Lead, you will design and deliver enablement that builds genuine presales-level technical proficiency across the partner ecosystem , equipping ISV partners to sell and position their offerings alongside Databricks, and enabling C&SI presales teams to scope, demo, and win Data & AI opportunities with confidence.
Key Responsibilities
- Design Presales Enablement Programs: Architect enablement programs that build hands-on, presales-grade technical proficiency.
- Enable Both ISV and C&SI Presales Personas: Educate ISV partners on how to effectively sell and position their offerings with Databricks, and equip C&SI presales teams to scope, demo, and technically qualify joint opportunities.
- Strategic Alignment: Partner with leadership and partner-facing teams to identify critical skills gaps and translate business requirements into high-impact enablement initiatives.
- Program & Roadmap Leadership: Own the roadmap for presales enablement programs, including large-scale learning events, curriculum, and enablement strategies.
- Performance Accountability: Drive results for the partner portfolio , knowledge, badging, partner engagements, and consumption.
- Data-Driven Insights: Monitor and analyse KPIs to continuously optimise enablement effectiveness.
- Quality Assurance & Coaching: Oversee the technical integrity of programs and evaluate and coach cross-functional training resources.
Minimum Qualifications
- Experience: 10+ years developing and scaling technical and/or GTM enablement programs within a global enterprise tech ecosystem or B2B SaaS company.
- Presales/Technical Sales Background: A technical software sales, presales, or solutions-engineering background with a proven track record.
- Technical Credibility: Deep expertise in Data & AI technologies, backed by a proven track record of hands-on delivery for end customers.
- Ecosystem Knowledge: Strong understanding of both the ISV ecosystem and the Consulting & Systems Integrator (C&SI) business model.
- Program Management: Proven track record managing technical competency models and learning journeys for large, geographically dispersed teams.
- Systems: Experience with learning, content-management, and reporting systems.
- Communication: Exceptional verbal and written communication skills.
Preferred Qualifications
- Bachelor's degree in a technical discipline or equivalent practical experience.
- Strong background in the data and AI landscape.
- Experience scaling technical enablement within Hyperscaler environments or similar high-growth cloud partner ecosystems.
- Prior experience as part of a technical delivery team implementing Data & AI projects for external clients.
The pay range for this role is: Zone 1 Pay Range $182,400-$250,800 USD Zone 2 Pay Range $164,200-$225,700 USD Zone 3 Pay Range $155,000-$213,200 USD Zone 4 Pay Range $145,900-$200,650 USD