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About the Role
Databricks is seeking a Director, Strategic Partnerships to structure and develop alliances with leading cloud hyperscalers and Neoclouds. This role focuses on CEO-priority partnerships that significantly impact the Databricks business, requiring collaboration with internal stakeholders to optimize growth and business economics. The position involves building relationships with partner decision-makers to identify mutually beneficial opportunities in a fast-paced, cross-functional environment.
Responsibilities
- Develop and negotiate partnerships that drive long-term growth of the Databricks business, deliver innovation and value for our customers, and create value for strategic partners.
- Collaborate cross-functionally with product, engineering, finance, sales, and marketing stakeholders to develop strategic partnership objectives.
- Build deep relationships with stakeholders in partner organizations to align their business objectives for win-win outcomes.
- Influence product and engineering decisions by providing data-driven insights and qualitative analysis supporting the partnership opportunity.
- Develop KPIs to define, measure, and drive success of partnerships.
- Work closely with the VP, Strategic Partnerships and Databricks executive team to scale thought leadership for new opportunities.
Requirements
- Minimum of 7+ years of experience in business development, corporate development, or consulting.
- Proven track record negotiating highly bespoke commercial arrangements with C-suite level counterparties.
- Strong analytical skills, with proficiency in developing first-principles and data-driven business cases and strategic plans using a variety of tools.
- Strong understanding of GTM and sales motions that drive partnership success.
- Excellent communication and presentation skills, capable of distilling complex analyses into clear messaging for executives and stakeholders.
- Strong judgment, ownership, and cross-functional leadership.
- Ability to drive deal processes autonomously as the deal lead.
- Strong bias for action mindset with the ability to make an impact in a face-paced environment.
- MBA degree or a related field; or equivalent business experience.
- Bachelor’s degree in Computer Science, Engineering, or a related field; or strong, proven technical aptitude.
- Deep subject matter expertise in cloud computing consumption-based business models and technologies.
- At least 7+ years of business development experience negotiating bespoke, non-programmatic deals.
Skills
- Business development
- Corporate development
- Consulting
- Negotiation
- Analytical skills
- Business case development
- Strategic planning
- Go-to-market strategy
- Sales motions
- Communication
- Presentation skills
- Judgment
- Ownership
- Cross-functional leadership
- Deal process management
- Cloud computing
- Consumption-based business models
- Technology
Location
- Listed location(s)
- Other locations considered
Work Type
- Full-time
Experience Level
- 7+ years
Education Level
- MBA or equivalent business experience
- Bachelor's degree in Computer Science, Engineering, or related field, or strong technical aptitude
Salary/Compensations
- $243,600—$334,950 USD (Zone 1)
- $219,300—$301,500 USD (Zone 2)
Benefits
- Eligibility for annual performance bonus
- Equity
- Comprehensive benefits and perks
About the Company
- Databricks is the Data and AI company. More than 20,000 organizations worldwide rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents.
- Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog.
Equal Opportunity
- 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.