Responsibilities
- Lead the Databricks commercial sector as the primary point of ownership
- Develop a targeted list of 25 to 50 mid-market and enterprise clients in financial services, healthcare, manufacturing, or retail
- Identify and map key decision-makers including CDOs, CTOs, data engineering leads, AI/ML directors, security officers, and procurement teams within target accounts
- Generate qualified sales opportunities through strategic outreach
- Leverage personal networks, engage with the Databricks field team, participate in the Databricks Summit, collaborate with cloud marketplace partners (AWS, Azure, GCP), and execute targeted account-based strategies
- Meet quarterly pipeline goals monitored in HubSpot
- Manage complex sales pursuits from initiation to close
- Lead multi-party sales cycles lasting 3 to 12 months, including coordination through security, legal, and contracting stages
- Involve internal Databricks engineering and solution architecture teams early in the sales process
- Collaborate on sales efforts with Databricks and cloud platform partners
- Create joint pursuit strategies with Databricks commercial teams and cloud marketplace units from AWS, Azure, and GCP
- Adhere to Databricks deal registration protocols
- Determine optimal timing for involving Databricks account executives and maintain productive relationships with cloud partners
- Manage all private-sector relationships related to Databricks partnerships
- Establish and sustain working connections with Databricks field personnel—account executives, solutions engineers, and practice leads—across industries such as sports/entertainment, gaming, financial services, healthcare, and manufacturing
- Position the organization as the preferred implementation partner for Databricks account executives
- Design and implement a joint selling strategy with Databricks teams
- Conduct territory analysis and account selection in collaboration with Databricks private-sector field teams
- Ensure Databricks sellers have immediate access to up-to-date content, success stories, and contact information
- Act as a public representative of the company in the marketplace
- Participate in and present at major events including the Databricks Data + AI Summit, Databricks field engagements, and industry-specific conferences such as Money20/20, HLTH, and the Gartner Data & Analytics Summit
- Contribute insights and thought leadership on enterprise AI adoption and modernization of data platforms
- Develop marketing and partner-facing materials
- Produce concise one-pagers, case studies, and reference narratives tailored to private-sector industries
- Work with delivery and solutions architecture teams to maintain current certifications and partner portal profiles
