Director, Strategic Partnerships

RDQ425R38

While candidates in the listed location(s) are encouraged for this role, candidates in other locations will be considered.

At Databricks, our mission is to simplify and democratize data and AI so that every organization can put them to work. Design is central to that mission. We turn powerful, complex technology into clear, accessible, and trustworthy experiences that open advanced capabilities to all kinds of users.

The Strategic Partnerships team is responsible for establishing and developing deep, long-term alliances with the world’s most important technology companies in the Data & AI ecosystem. We focus on CEO-priority partnerships that have the potential to be highly impactful to the Databricks business.

As the Director, Strategic Partnerships, you will be a key team member structuring strategic partnerships with leading cloud hyperscalers and Neoclouds. You will collaborate with internal stakeholders including product, engineering, sales, and finance to develop and optimize strategic partnerships, with an emphasis on growth and business economics. You will develop relationships with our strategic partners’ decision makers and identify opportunities for win-win collaboration. 

This job is fast-paced, cross-functional, and requires strong communication, prioritization, organization, and presentation skills. You must have deep subject matter expertise in cloud computing consumption-based business models and technologies. You also must have at least 7+ years of business development experience negotiating bespoke, non-programmatic deals. 

The impact you will have:

• 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. 

What we look for:

• 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.