About this role
SLSQ227R148
As Partner Sales Director for Manufacturing & Energy, you own the partner go-to-market strategy for the vertical — architecting joint solutions with our most strategic partners, building durable pipeline, and holding partners accountable to execution that converts to partner-sourced and partner-influenced consumption. This is a highly visible, strategic role: you set the agenda across Sales, Field Engineering, Marketing, Partner Solution Architecture, and the partner ecosystem, and you carry Databricks' Manufacturing & Energy partner narrative to senior partner and customer executives. You will own and grow relationships with strategic partners across the vertical — including global and regional systems integrators such as Accenture, Deloitte, Capgemini, and IBM, and specialist data and AI partners — and you bring deep industry knowledge and an operator's mindset powered by modern AI tooling. Reporting to the Senior Director, Partner Sales.
The impact you will have:
• Build and own the pipeline engine — architect the Manufacturing & Energy partner GTM strategy and convert it into durable, partner-sourced and partner-influenced pipeline and consumption across the vertical.
• Drive partner execution and accountability — hold strategic SI/ISV partners to joint commitments; inspect co-sell motions rigorously and remove friction so partners execute effectively against shared pipeline and revenue goals.
• Lead solution development with partners — co-create differentiated, industry-specific joint solutions, accelerators, and repeatable GTM plays that pair partner capability with the Databricks platform to solve high-value Manufacturing & Energy use cases.
• Run a disciplined operating cadence — pipeline reviews, forecast, and KPI inspection anchored to Salesforce as the system of record; report impact, not activity.
• Own the executive relationship and narrative — build joint business plans and executive-ready narratives, and represent Databricks credibly to senior partner and customer leadership.
• Orchestrate cross-functional alignment — set direction across Sales, Field Engineering, Marketing, Partner Solution Architecture, and partner leadership, resolving friction and keeping strategic deals moving.
• Apply an operator mindset with AI-driven tools to improve forecasting accuracy, pipeline quality, solution development speed, and partner attribution.
What we look for:
• 8+ years in partner/alliance sales, channel, or GTM at an enterprise software, cloud, or data company; proven track record of building partner-sourced pipeline and driving measurable revenue impact.
• Demonstrated ability to hold partners accountable and drive effective joint execution — from account planning through co-sell to closed consumption.
• Experience developing joint solutions with SI/ISV partners — translating industry use cases into repeatable, differentiated offerings.
• Track record of cross-functional leadership across Sales,