Sr. Lead, Partner Management

RDQ427R507 At Databricks, we are obsessed with enabling data teams to solve the world’s toughest problems by partnering with the ISVs that drive innovation across every line of business. We enable our partners to bring deep intelligence into the critical workflows their customers rely on every day, from delivering real-time CRM behavioral insights to optimizing complex HR workforce planning. We do this by building and running the world’s best data and AI infrastructure platform, so our customers can focus on the high-value challenges that are central to their own missions. Founded in 2013 by the original creators of Apache Spark, Databricks has grown from a tiny corner office in Berkeley, CA to a global organization with over 8,000 employees. Thousands of organizations, from small startups to Fortune 100, trust Databricks with their mission-critical workloads, making us one of the fastest-growing SaaS companies in the world and one of the top 5 move valuable private companies. As the Partner Development Manager, Business Application Partnerships, you will be responsible for developing, managing, and scaling our global partner ecosystem that makes Databricks the best place to run data-and-AI-intensive workloads central to core enterprise Line of Business operations. You will build and own strategic partnerships with a set of top ISVs across CRM/CSM, HCM, Finance, ERP — building joint solutions, co-creating joint GTM plays, and helping our field and customers realize the value of combining Databricks with leading Business Application partners. The impact you will have: We are looking for someone who has previously managed Business Application ISVs at a hyperscaler or worked at a leading Business Application ISV. The role demands both technical and GTM acumen — able to work with Product and Engineering teams on integrations, as well as with Sales and Marketing teams on go-to-market execution. It is a fast-paced, cross-functional role requiring strong communication, prioritization, and presentation skills, and the ability to quickly context-switch between product, engineering, and field conversations. Success will require deep subject matter expertise in large-scale technology ecosystems, coupled with a scrappy, entrepreneurial spirit to build partnerships that establish Databricks as the best place to run Business Application workloads for years to come. * Build and own comprehensive, end-to-end partnership business plans for a portfolio of top-tier ISVs, integrating GTM strategies, product innovation roadmaps, and marketing initiatives to deliver measurable business outcomes. * Lead the end-to-end lifecycle of top ISV partnerships in the Business Applications category, from joint business planning to solution development and execution.  * Drive enablement and field readiness to ensure both Databricks and partner teams can effectively position and deliver these joint offerings. * Serve as the internal voice of top partners in category, collaborating with Product, Sales, and Marketing leadership to influence our roadmap and ensure our strategy addresses the evolving needs of the Business Application landscape. What we look for: * 7+ years in product partnerships, business development, or partner management, including 5+ years focused on Business Applications or cloud ecosystems. * Proven success launching ISV integrations and GTM motions in Business Applications with hyperscalers * Deep understanding and network across Business Application ecosystems — CRM/CSM, HCM, Finance, ERP, and related workflows, and ability to develop joint value propositions that resonate with technical and business decision-makers alike. * Strong cross-functional leadership skills — able to influence Product, Engineering, Sales, Marketing, and Business Operations teams. * Experience navigating co-opetition dynamics and sensitive partner relationships. * Excellent written, verbal, and presentation skills  * Grit, humility, and the ability to operate in a high-growth, founder-led environment.   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 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 anticipates 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 $178,800—$245,850 USD   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 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 anticipates 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 2 Pay Range $161,000—$221,300 USD   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 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 anticipates 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 3 Pay Range $152,000—$209,000 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.

ABOUT PARLOA Parloa’s mission is to make every customer conversation feel effortless for both customers and the companies serving them. As agentic AI accelerates, Parloans are shaping the foundation of a new era in customer experience — one where customer support is no longer transactions, but meaningful exchanges. It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like Booking.com, Allianz, SAP, BarmeniaGothaer and TUI already deploying Parloa at scale.   ABOUT THE ROLE: As a Sr Partner Delivery Success Manager at Parloa, you will own and scale strategic relationships with our global SI, consulting, and implementation partners, ensuring they are equipped to successfully deliver transformative AI and customer experience solutions for enterprise customers. This is a highly cross-functional role sitting at the intersection of partnerships, enterprise delivery, and AI transformation. You will act as the strategic advisor and operational lead for a portfolio of partners, helping them build scalable Parloa practices, drive successful customer outcomes, and expand their long-term impact within the Parloa ecosystem. You will work closely with Partner Managers, Account Executives, Solution Engineers, Customer Success, Professional Services, and Product teams while engaging directly with partner executives, delivery leaders, architects, and project teams. This is your opportunity to shape how enterprise partners adopt, scale, and operationalize agentic AI solutions while helping define and mature Partner Success at one of the fastest-growing AI companies in the world.   AREAS OF OWNERSHIP: * Own a portfolio of strategic Parloa partners, driving both partner maturity and successful customer delivery outcomes * Build trusted relationships with partner executives, practice leads, delivery managers, architects, and customer stakeholders * Act as a strategic advisor to partners on building and scaling their Parloa services practice, including delivery methodologies, organizational structure, certifications, and go-to-market motions * Guide partners through complex enterprise AI and CX transformation programs, ensuring high-quality execution and measurable business impact * Partner with Account Executives and Partner Managers to support strategic deals, validate delivery approaches, and align implementation strategies * Monitor partner-led customer implementations, proactively identifying risks, managing escalations, and driving successful project outcomes * Drive operational rigor across partner engagements, including governance structures, success metrics, delivery reviews, and executive business reviews * Ensure close alignment between partners and internal Parloa teams including Customer Success, Professional Services, Product, and Solution Engineering * Advocate for partners internally while maintaining accountability around delivery quality, certifications, customer outcomes, and operational standards * Identify opportunities to expand successful partner initiatives across regions, business units, and enterprise accounts * Support the evolution of Parloa’s Partner Success function by helping define scalable programs, processes, playbooks, and operational frameworks * Stay current on Parloa’s platform capabilities, AI innovation, and enterprise CX transformation trends to guide partners effectively * Represent Parloa’s leadership in agentic AI and enterprise customer experience transformation during partner and customer engagements   WHAT SUCCESS LOOKS LIKE * You build trusted, strategic relationships with partner executives and delivery leaders, helping them successfully scale their Parloa practice and deliver measurable customer impact * Partner-led enterprise implementations consistently launch successfully, with strong delivery quality, proactive risk management, and clear alignment across customers, partners, and internal teams * You operate as the central point of coordination across Sales, Customer Success, Professional Services, and partners, driving accountability, operational clarity, and long-term value realization * You identify and unlock growth opportunities by helping partners expand successful AI and CX initiatives across additional business units, regions, and enterprise use cases   WHO YOU ARE: * You bring 6+ years of experience in enterprise SaaS, consulting, partner management, customer success, professional services, or strategic delivery roles * You have experience working with or alongside global systems integrators, consulting firms, implementation partners, or enterprise delivery organizations * You have a proven track record of managing complex enterprise engagements and driving measurable customer outcomes through partners * You have a strong background in Professional Services, Partner Success, enterprise consulting, or customer delivery organizations * You understand enterprise delivery models, implementation methodologies (SAFe Agile, waterfall, etc.), project governance, and services organizations * You are comfortable navigating highly cross-functional environments and aligning internal and external stakeholders around shared goals * You have strong executive presence and can confidently communicate with partner leadership, customer executives, and technical teams alike * You bring operational rigor, strong ownership, and attention to detail while thriving in fast-moving, ambiguous environments * You are highly collaborative and proactive, with the ability to influence without direct authority * You are comfortable balancing strategic relationship management with hands-on execution and operational problem solving * You have strong communication and presentation skills, including the ability to lead executive reviews and facilitate complex discussions * You have exposure to AI, cloud, automation, data platforms, or enterprise technology ecosystems, and can connect technical capabilities to measurable business impact * You understand AI, automation, enterprise software, or customer experience technologies and can translate technical concepts into strategic business value NICE TO HAVE: * Experience working with conversational AI, CCaaS, enterprise automation, or customer experience platforms * Experience supporting multi-region enterprise accounts and global delivery programs * Familiarity with partner ecosystem models including sourced, influenced, and co-delivery motions * Experience building or scaling partner programs, enablement frameworks, or delivery methodologies   OUR RECRUITING PROCESS: Talent Acquisition → Hiring Manager → Technical Case Study & Stakeholder Interview(s) → Bar Raiser   WHY PARLOA? We’re at the beginning of a new era in customer experience, one where AI doesn’t just respond, but understands, reasons, and takes action. We’re building agentic AI that enterprises trust with their most important customer moments: complex questions, high volumes, real stakes. When millions of people reach out to a brand, those interactions aren’t just support tickets; they’re defining experiences. We’re here to raise the standard: making every conversation seamless, intelligent, and genuinely helpful. If you care about shaping how businesses and customers connect at scale and want your work to matter in real, everyday moments, this is where you do it. At Parloa, ownership isn’t a buzzword; it means being accountable for outcomes, not just tasks. We operate in a category that’s evolving fast, where the bar is high, and the problems are complex. We hire people who think in solutions, communicate with clarity, and follow through. People who are comfortable making decisions, taking responsibility, and raising the standard for themselves and those around them. We’ve grown beyond the earliest startup phase, but we’ve kept the intensity: fast execution, direct feedback, and a strong expectation to contribute meaningfully from day one. Backed by leading global investors like General Catalyst, EQT Ventures, and Altimeter Capital, we’re scaling with a clear ambition: to become the global category leader in enterprise-grade conversational AI.   Compensation for this role is structured as On-Target Earnings (OTE), consisting of a base salary and performance-based variable component, in addition to an equity package. Salary Range $120,000—$150,000 USD   ---------------------------------------------------------------------------------------------------------------------------------- Parloa is committed to upholding the highest data protection standards for our clients' and employees' data. All our employees are instrumental in ensuring the utmost care, GDPR, and ISO compliance, including ISO 27001, in handling sensitive information. Parloa is an e-verify employer in the USA. Please click here to learn more. * We provide equal opportunities to all qualified applicants regardless race, gender, sexual orientation, age, religion, national origin, disability status, socioeconomic background and other characteristics.