Cloud Partner Development Representative

Databricks is THE Data and AI company. Our mission is to accelerate innovation for our customers by enabling them to have all of their data and perform all their data-related activities on a Single, Open, Collaborative lakehouse platform.

As a Cloud Partner Development Representative, you will manage and execute the co-selling process, provide internal enablement and support of our GTM teams, and support credit/ pipeline management for our Cloud partnerships. Your role will focus on driving consumption growth and balance among each of the clouds we support, expanding the usage of cloud funding, enhancing collaboration between Databricks and Cloud partners, and driving mutual growth through effective co-selling strategies and partner enablement.

Achieving success in this role will require strong project management skills, excellent communication, and the ability to analyze complex challenges. You will need to collaborate with cross-functional teams to develop and implement strategies that drive cloud investment adoption and maximize self-service credit attach rates.

The Impact You Will Have:

• Cloud Partnership Growth: Foster strong partnerships with cloud partners, driving mutual growth through effective co-selling and enablement.
• Co-Selling Efficiency: Optimize the co-selling process to maximize pipeline contribution and seamless integration with cloud partners.
• Cloud Investment Adoption: Drive cloud investment adoption through proactive outreach and enablement strategies.
• Strategic Cloud Partner Alignment: Through strategic enablement and resource management, ensure alignment between Databricks sales teams and cloud partners.
• Pipeline Quality and Expansion: Expand and enhance pipeline quality by coordinating pipeline development and establishing rigorous qualification criteria for cloud-led referrals.

Key Responsibilities:

• Referral Process Management (AWS only): Own the co-selling process, manage inbound/outbound pipeline sharing via the Partner Portal, oversee the end-to-end lifecycle of funding tracking, submission, and distribution, and consolidate/prioritize bugs and feature requests for the Partner Portal.
• GTM Enablement/ Alignment: Collaborate with partner marketing and enablement to provide resources for Databricks AEs, manage SFDC hygiene and reporting for GTM programs, and ensure Sales Development has the necessary assets to qualify and triage marketing leads sourced by cloud partners.
• Cloud Investment Support: Drive scaled, proactive outreach and enablement to accounts eligible for cloud investment, establish templatized/automated outreach sequences, provide support for mid-size deals, and lead live-field enablement campaigns to maximize self-service and low-touch credit attach rates.
• Co-Sell Alignment and Execution: Drive the execution of AE co-sell interlock through a scalable engagement model, by proactively engaging sellers to maintain alignment, provide stage-appropriate assets for enablement, and track/report on target account health and progression.
• Pipeline Development and Enablement: Coordinate pipeline development programs between cloud demand generation, inside sales, and Databricks Sales Development teams, drive enablement and activation through asset development, field enablement, and target account profiling, and establish qualification criteria for cloud-led pipeline generation to ensure high-quality referrals.

What We Look For:

• Bachelor's Degree and 2+ years of sales or partnership experience
• Technical Expertise: Proficient in technical aspects related to cloud computing, cloud partnerships, and data management.
• Relationship Oriented: Committed to fostering and maintaining long-term relationships with strategic business partners through strategy-building and effective communication.
• Strategic Collaboration: Demonstrate exceptional ability to collaborate across cross-functional teams, fostering alignment and driving business outcomes through effective communication and strategic planning
• Proactive Business Ownership: Proactively own business outcomes by anticipating challenges, identifying opportunities, and driving strategic initiatives to enhance efficiency and drive revenue/ increase consumption.
• Excellent written and verbal communication skills: Proven ability to convey complex ideas clearly and concisely to diverse audiences, including stakeholders at all organizational levels. Adept at leading discussions, facilitating meetings, and collaborating across teams to drive alignment and action.
• Strong problem-solving skills: Demonstrated ability to analyze complex challenges and experience in applying critical thinking and strategic analysis to overcome obstacles and achieve desired outcomes.
• Project Management: Expertise in managing multiple projects with competing deadlines in fast-paced, high-pressure settings. Strong organizational and time management skills, with the ability to prioritize tasks based on urgency and business impact.

Pay Range Transparency

Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.

Zone 1 Pay Range

$63,000—$88,200 USD

Pay Range Transparency

Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.

Zone 2 Pay Range

$56,700—$79,425 USD

Pay Range Transparency

Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.

Zone 3 Pay Range

$53,600—$75,050 USD

Benefits

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region, please visit https://www.mybenefitsnow.com/databricks.

Our Commitment to Diversity and Inclusion

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.

Compliance

If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.