Senior Director, Gsi Alliances
vor 2 Wochen
To accelerate innovation for its customers by unifying Data Science, Engineering and Business.
Databricks Senior Director, GSI Alliances Today, more than 7,000 organizations worldwide — including ABN AMRO, Condé Nast, H&M Group, Regeneron and Shell — rely on Databricks to enable massive-scale data engineering, collaborative data science, full-lifecycle machine learning and business analytics.
Headquartered in San Francisco, with offices around the world and hundreds of global partners, including Microsoft, Amazon, Tableau, Informatica, Cap Gemini and Booz Allen Hamilton, Databricks is on a mission to simplify and democratize data and AI, helping data teams solve the world's toughest problems.
About the role In this role, you will establish the strategy to further develop the GSI program and important partnerships across APAC.
You'll work with our teams in the APAC markets to adapt that strategy to each country and achieve sales goals.
You'll work closely with account managers in the region, the global partner team and the APAC marketing, business development, and services teams.
Reporting to the VP of Partners for APJ, you will establish and nurture relationships between internal and external teams, helping to guide the success of the partnership for both companies.
The impact you will have: Further develop the GSI strategy and business plan including sales, marketing, and go-to-market strategies, programs, and offering.Develop executive relationships with leaders of 3+ GSI partners; manage executive meeting frequency, i.e., quarterly business reviews (QBRs).Represent Databricks and GSI alliances as a spokesperson, subject matter expert, and presenter at trade events.Serve as a point of escalation to help resolve field conflicts using network of key contacts within both companies as well as knowledge of mutual businesses.Obtain critical consensus for Databricks by positioning, educating, and marketing our value proposition across GSI partnerships with both traditional solutions as well as emerging technologies for selected GSI platforms and offerings.Lead the development and communication of the partnership performance analysis, including financial performance, agreed metrics, and related insights.Work closely with in-country sales teams to guide collaboration and engagements with global SI teams.Attain the sales objectives set for the GSI ecosystem.What we look for: 10+ years of sales or business development experience with an outstanding record of success.5+ years of experience serving in a senior-level partner or GSI sales-based role.Excellence in forecast management with experience managing an accurate forecast in a regional capacity.Demonstrated capability in strategic planning and implementation of partner programs.Channel sales management experience, including managing global alliance partners, ideally GSIs.Experience building virtual teams to achieve shared objectives.Record selling SaaS technology platforms to APAC regional partners.Experience serving in partner ecosystem leadership roles within APAC.Extensive knowledge of Databricks partner program and ecosystem.Demonstrated leadership capabilities in a cross-functional environment.What you'll be responsible for: Outbound Prospecting: Generate new sales opportunities and move them through the funnel by drafting outreach messages and sequences, and identifying the needs of customers.
Sales Pipeline Management: Efficiently navigate the CRM and other operational tools to create, update, retrieve, and understand information about accounts and opportunities.
Sales Team Enablement: Identify opportunities to enhance processes and resources that enable team performance and time spent with prospects or customers.
Skills you'll need: Results orientation: Focuses on outcomes and the steps it takes to achieve them.
Critical thinking: Identifies and synthesizes patterns and trends amongst various sources of information to reach a meaningful conclusion, perspective or insight.
Problem solving: Identifies problems and develops logical solutions that address the problems.
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