Account Executive US (North East Region)

SLSQ426R477 We are looking for a highly skilled, strategic, and tenacious AMER ISV Leader with strong vision and unparalleled execution.   You will design, develop, and execute the ISV GTM strategy and programs. You have driven scale and multiplier effects. You will define priorities, drive activity, work closely with the leadership team, and roll up your sleeves to execute. You will drive competitive advantage to ISVs, accelerate Databricks’ growth, and unlock business impact to joint customers.  The impact you will have * GTM Strategy & Execution: Develop and execute AMER GTM strategy, implementing innovative strategies that expand our market presence.  * Sales Programs: Launch sales plays and programs within Databricks, ISVs, and our shared ecosystem with an industry-first lens. Launch programs, sales plays, partner power plays (with Cloud, SIs, and other ISVs).    * Demand Generation - Work with Sales Dev, Demand Gen, and Marketing to launch outbound and inbound campaigns to spread awareness and create pipeline creation   * Operational Excellence: Create and drive operational rigor for cadence, reporting, KPIs, escalation process, stakeholder updates, and QBRs. * Market Research: Conduct research, including customer discussions and aggregated customer feedback, to identify trends, customer needs, and competitive landscape to inform solution development and strategy.  Provide data-driven insights on trends and represent voice of the partner and customer * Sales Enablement: Collaborate with enablement, sales, and solution engineering to drive ISV-related sales motions, including training, messaging, and co-selling efforts. * Deal Support: Anticipate (and proactively solve) channel conflict, support deal creation through close, drive account field engagement with BU leaders and strategic priority accounts. * One-Team:  Develop an environment for winning and success to further nurture a ‘one team’ collaborative culture Examples of responsibilities * Set a winning Strategy: Understand and align the right ISVs to Sales priorities, company priorities, and critical industry imperatives   * Drive Partner Success: Work with ISV Partner C-suite, Alliance, and Sales teams to build and execute on GTM plans in the region. Facilitate Regional QBRs with important partners.  * Build for Scale: Work with Sales Programs to embed ISV Partners into core motions and priorities.  * Activate and enable the field: Scope, create and deliver enablement on how best to work with ISVs and which ISVs to work with for certain industry imperatives and company priorities. Lead Sales workshops between partners and databricks to unlock new use cases and progress said pipeline * Represent the business: Have the depth to handle discussions on Delta Sharing partners, Connected partners, and Built Ons with customers and partners.  * Make our ISV Program a competitive differentiator: Engage top data and AI leadership, industry leadership, and the C-suite to build mindshare with top ISVs and build a program that is just as much a competitive differentiator for partners as our product. * Triangulate and drive ecosystem success: Drive Partner Power Play, aligning the right ISVs to the right SIs. Define repeatable use cases and work with the industry team and partners to build Brickbuilder Solutions * Measure, Iterate, and Improve: Identify cross-functional gaps and work to bring teams together to solve them. Identify gaps in our ecosystem portfolio and assist in recruiting the appropriate partners. Drives efficiencies and productivity across their region, guiding on accurate activity tracking from a depth of experience * Collaborate Cross Functionally: Interlock and build effective relationships with Sales teams, Business Development, Product, Engineering, Pre-sales, Post-sales, Marketing, Partners, and other partners in the ecosystem  What we look for: Experience: * 20+ years experience selling Software, SaaS, and Cloud Sales   * 10+ years experience architecting and defining strategy for ISV at scale * Demonstrated history of consistent goal achievement in a highly competitive environment (top 10% performer)  * Degree in business, economics, engineering, finance, science, or math preferred * Track record of building strong ecosystems of lucrative customer relationships and cross-functional partnerships (Sales, Product, Engineering, Marketing) Skills: * Outstanding communication skills (verbal, written, and presentation) for both technical and executive audiences   * Technically Knowledgeable in the open source software, big data, IoT, and/or cloud computing space.  * Ability to translate technical concepts into business value, interacting with both business executives and technical audiences (data scientists and engineers).  * In-depth understanding of alliance/partner organizations, key stakeholder management, joint value proposition development, and delivering field enablement programs. * Possess the aptitude to learn quickly and establish credibility. * Proactive, entrepreneurial spirit and tenacious team player    Pay Range Transparency Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles.  Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipated utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.   Zone 1 Pay Range $172,200—$236,775 USD Zone 2 Pay Range $172,200—$236,700 USD Zone 3 Pay Range $172,200—$236,700 USD Zone 4 Pay Range $172,200—$236,700 USD 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.

SLSQ327R620 The Consulting & Systems Integrator (C&SI) organization accelerates Databricks' growth by building and managing strategic relationships with the world's leading data, AI, and technology services companies. As the Ventures Partner Portfolio Lead, you will drive value, scale, and strategic go-to-market motions across Databricks' portfolio of newly invested partner organizations. You will oversee a model designed to deeply support and scale our highest-performing investment partners post-investment. You will define and execute a cohesive portfolio strategy for fifteen partners. In this role, you will focus on ensuring partners fulfill their obligations, accelerating joint product certifications, driving partner-sourced pipeline, and establishing repeatable joint business plans. You will work cross-functionally with Sales, Product, Engineering, and Marketing to surface scaling signals from the field, eliminate operational blockers, and maximize the long-term enterprise value of Databricks’ venture investments. This role reports to the Vice President of System Integrator Partners. The impact you will have: * Own Joint Business Plan Execution: Oversee the rigorous execution of joint business plans, measuring quarterly progress against named target accounts, consumption milestones, and marketing KPIs. * Accelerate Revenue & Pipeline: Drive partner-led growth by actively accelerating the partner-sourced pipeline and unlocking new market opportunities. * Drive Enablement & Certification: Establish and enforce product-specific certification targets to deepen the partner's technical capabilities and practice size. * Enforce Governance & Obligations: Ensure that newly invested portfolio partners are fully executing and fulfilling their contractual and strategic investment obligations. * Unblock Field Execution: Act as the primary escalation point to resolve partner blockers by collaborating directly with cross-functional leadership across Product, Engineering, and Sales. * Surface Predictive Scaling Signals: Capture and synthesize feedback from the field (e.g., new product traction, geographic expansions, executive talent moves) to feed back into quarterly portfolio scoring refreshes, ensuring the program remains predictive and agile. * Identify Next Generation of Partners: Proactively evaluate the ecosystem and identify the next generation of partners primed for strategic investment and hyper-scale growth. What we look for: * 10+ years of experience building, managing, and scaling strategic partnerships, ideally within venture-backed ecosystems, high-growth alliances, or strategic investment portfolios. * Demonstrated track record of managing a portfolio of strategic partners and delivering measurable business growth, pipeline acceleration, and consumption outcomes. * Deep understanding of alliance organizations, including partner lifecycle management, corporate governance, joint business planning, and cross-functional GTM execution. * Proven experience collaborating cross-functionally with Product, Engineering, Marketing, and Field Sales teams to unblock complex partner technical or commercial hurdles. * Deep domain expertise in enterprise Data, Analytics, AI, and cloud technologies. * Strong operational rigor with experience tracking quarterly performance metrics, compliance obligations, and utilizing field data to update predictive scoring models. * Exceptional executive presence with the ability to influence C-level stakeholders, manage partner obligations diplomatically, and align cross-functional teams around shared business objectives. * Strong strategic planning, operational execution, and people leadership skills with a demonstrated ability to build, coach, and scale a high-performing partner management team.   Pay Range Transparency Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles.  Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipated utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.   Zone 1 Pay Range $143,700—$197,550 USD Zone 2 Pay Range $143,700—$197,550 USD Zone 3 Pay Range $143,700—$197,550 USD Zone 4 Pay Range $143,700—$197,550 USD 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.