Head of ISV, AMER Industries

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. 

• 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

• →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 

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 

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.

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.

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.