Sr. Manager, Legal India

SLSQ227R839 THE TEAM The Partner Development Center (PDC) develops Databricks' C&SI partner ecosystem at scale. We accelerate the growth of Rising 100 and active Bronze partners through structured, high-touch engagement, while driving systematic activation of Bronze partners through AI-powered automation. Rising 100 partners receive business plan-led, white-glove engagement: structured development plans, biweekly cadence, and accountability to measurable GTM milestones. Active Bronze partners are engaged through cohort-based programs designed to build the next generation of high-performing Databricks partners. THE ROLE This India-based Sr. Alliance Manager is the dedicated PDC resource for EMEA and APJ. You will manage approximately 50 Rising 100 C&SI partners across both regions, with additional accountability for Bronze-tier cohort activation. You will own the full partner development lifecycle: joint business plan design and coaching, Bronze-to-Silver progression mechanics, and co-sell coordination with field sales. Daily work involves AEs, Solution Architects, Partner Marketing, Enablement, Legal, and Ops across multiple time zones. This role reflects Databricks' deepening investment in India. As we expand COE partnerships with leading global SIs, this hire is the face of that investment for our EMEA and APJ partner ecosystem. WHAT YOU'LL DO Rising 100 White-Glove Engagement * Build and manage Joint Business Plans (JBPs) with ~50 Rising 100 SI partners: quarterly KPI setting, milestone tracking, and biweekly coaching cadences. * Drive partners against Rising 100 health metrics: sourced MRR trajectory, certification milestones, 90-day pipeline activity, and Partner Value Score (PVS) lift. * Own the opt-in commitment model: partner selection, goal-setting, and entry/exit criteria enforcement within your regional cohort. * Act as the regional escalation point for Rising 100 partners. Track where each partner stands against their next milestone before they ask. Bronze Scale Motion and Cohort Activation * Design and run cohort-based engagement programs for Bronze-tier partners pursuing Silver. Use regional data signals to sequence and prioritize outreach. * Drive partner adoption of milestone-based onboarding: Learning Path completion, Sales Badge attainment, deal registration, and first high-intent lead. * Leverage Salesforce, Outreach, and partner portals to manage engagement at scale. Human touchpoints are allocated based on partner readiness and commercial potential. PDC Operations and Cross-Functional Coordination * Own PDC Office Hours and regional partners@ alias management for EMEA/APJ. * Coordinate co-sell opportunities with field AEs, driving partner-sourced and partner-influenced pipeline with local country sales and alliance leaders. * Work with Ops and Enablement to identify and remove onboarding friction for India-based development center partners navigating Brickbuilder, certification tracks, and deal registration workflows. * Bring the voice of the EMEA/APJ partner ecosystem into PDC program design. Distinguish systemic issues from coaching gaps. WHAT WE LOOK FOR Non-Negotiable * 8+ years in Partner Sales or Partner Management at a top-tier or high-growth enterprise tech company, with direct, external, partner-facing responsibility. * Demonstrated track record designing partner engagement programs: KPI setting, cohort design, tier progression mechanics, and accountability to business outcomes. * Cloud ecosystem fluency: working experience with at least one hyperscaler partner program (AWS, Azure, or GCP), including tier mechanics, certification tracks, deal registration, and co-sell motions. * Measurable partner outcomes on record: sourced pipeline, certification attainment, tier progression, or equivalent program KPIs. * Ability to operate autonomously across global time zones with no local PDC team. Strongly Preferred * Direct Databricks ecosystem exposure: Brickbuilder program, Partner Value Score (PVS), Bronze/Silver tier requirements, or Databricks Academy certification tracks. * Experience managing segmented partner populations using data signals to sequence and prioritize outreach across a large cohort. * India-based SI/consulting ecosystem familiarity: how GSIs like TCS, Infosys, Wipro, Persistent, or Nagarro structure their delivery practices, certification investments, and hyperscaler alliance programs. * Proficiency with Salesforce, Outreach, partner portals, and BI or analytics tools (Power BI, Tableau, or equivalent). * Experience facilitating virtual enablement sessions: office hours, 1:few partner workshops, webinars. The Person * Commercial orientation: you read business plans and ask what is actually driving the number. You know when a partnership is performing and when it is coasting. * Connector: you know which conversation to have and who needs to be in the room. You bring field AEs, partner leadership, and Databricks product teams to the same table when it matters. * Truth-seeker: you go to the source. When data and anecdote conflict, you ask why. You surface what is systemic versus what is fixable through coaching. * Partner experience: you think about what this program feels like from the partner's side. Friction in onboarding, slow follow-up, and vague milestone criteria are not small things. * Autonomous operator: you identify what needs to happen, align the right stakeholders, and move. You follow up before being asked. WHAT SUCCESS LOOKS LIKE IN THE FIRST 90 DAYS * Joint Business Plans reviewed and refreshed for all active Rising 100 EMEA/APJ partners. * Regional partner scorecard established: PVS baseline, sourced MRR pipeline, certification count, and deal registration volume per cohort. * Bronze cohort engagement sequence designed and piloted for at least one EMEA segment. * Key cross-functional relationships established with regional field AEs/SAs, local country alliance leaders (including EMEA Alliance team), and Partner Marketing. * PDC Office Hours running on a cadenced schedule for EMEA/APJ time zones. About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. 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 click here. 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.

For over 20 years, Smartsheet has empowered teams to manage work seamlessly and scale solutions smarter. Now, in our most ambitious chapter yet, we are uniting human teams with AI agents. By orchestrating the work agents do best, automating manual tasks and uncovering insights at scale, we create the space for people to focus on what truly matters: judgment, creativity, and big thinking. That is magic at work, and it’s what we show up for every day. We're looking for a Senior Product Operations Manager I to design and own the operational systems that make our product org faster, smarter, and more aligned. You'll go well beyond executing processes — you'll redesign them from the ground up, build frameworks that scale, and influence how product leadership makes decisions. This is a high-visibility role with direct exposure to Directors and VPs, and a real opportunity to shape how the org runs. You will work remotely from Bulgaria and will be reporting to the Director, Technical Programs and Ops. You Will: * Own and continuously evolve the product operating rhythm — planning cycles, OKR frameworks, launch readiness, and cross-functional retrospectives * Redesign inefficient processes end-to-end; build SOPs and playbooks that get adopted broadly, not just filed away * Design product health dashboards that connect operational metrics to business outcomes; move the conversation from "what happened" to "what do we do next" * Own tooling strategy for your area — evaluate, configure, and drive adoption of systems (including Smartsheet as a system of record) that reinforce accountability and visibility * Identify AI augmentation opportunities within operational workflows and build them out; reduce manual overhead and increase leverage across the team * Partner directly with Directors and VPs to surface operational insights that inform investment and prioritization decisions * Mentor peers and actively contribute to building the Product Ops function * Perform other duties as assigned You Have: * 6+ years of experience in product operations, strategy and operations, or a closely related field * A track record of redesigning operational processes with measurable impact — faster planning cycles, cleaner launches, better data visibility * Strong data fluency: you design measurement frameworks, not just read dashboards, and you connect operational metrics to business outcomes * Experience influencing Director and VP-level stakeholders through operational insight and well-structured recommendations * Builder mindset: you prototype and automate solutions rather than waiting for direction from the top * Deep cross-functional instincts — you've built durable bridges between product, engineering, design, and GTM * Experience with Smartsheet, Jira, Confluence, or similar tools at a systems level, not just as a user * Experience in a high-growth technology company * Business or technical degree, or equivalent experience * Legal eligibility to work in Bulgaria on an ongoing basis * Fluency in English is required Smartsheet provides a competitive base salary range for roles that may be hired in different geographic areas we are licensed to operate our business from. Actual compensation is determined by several factors including, but not limited to, level of professional, educational experience, skills, and specific candidate location. In addition, this role will be eligible for a market competitive incentive opportunity. BG Base Salary Pay Range €38,500 - €47,250 EUR   Get to Know Us: At Smartsheet, your ideas are heard, your potential is supported, and your contributions have real impact. You’ll have the freedom to explore, push boundaries, and grow beyond your role. We welcome diverse perspectives and nontraditional paths—because we know that impact comes from individuals who care deeply and challenge thoughtfully. When you’re doing work that stretches you, excites you, and connects you to something bigger, that’s magic at work. Let’s build what’s next, together. Equal Opportunity Employer: Smartsheet is an Equal Opportunity (EEO) employer committed to fostering an inclusive environment with the best employees. It is our policy to provide equal employment opportunities to all qualified applicants in accordance with applicable laws in the US, UK, Australia, Germany, Costa Rica, Japan, Bulgaria, India, and Singapore. All qualified applicants will receive consideration without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, age, protected veteran or disabled status, or genetic information.  If there are preparations we can make to help ensure you have a comfortable and positive interview experience, please let us know.   #LI-Remote