SLSQ426R536

The Partner Development Manager for the scale partner ecosystem is a strategic, cross-functional leader responsible for building, accelerating, and optimizing high-value partnerships that drive business growth and innovation. This role is central to scaling a thriving partner network, maximizing value for all stakeholders, and ensuring seamless integration and mutual success across a rapidly expanding ecosystem.

The Partner Development Manager (PDM) in the Partner Development Center (PDC) is responsible for driving the growth and success of Databricks’ Systems Integrator (SI) partners within the fast-growing scale ecosystem. Reporting to the Partner Programs and Scale Ecosystem leader, this role is at the heart of scaling partner management—enabling, supporting, and accelerating SI partners through data-driven programs, best-in-class engagement, and cross-functional collaboration. You will play a critical part in cultivating a healthy, sustainable, and high-impact partner ecosystem that directly influences Databricks’ business growth and customer outcomes.

Key Responsibilities

Partner Success In partnership with the broader programs and solutions team, support and help evolve the operating model for the partner development center. Build and lead onboarding for Scale partners, ensuring partners are set up for technical, commercial, and go-to-market success. Scale SI Partner Development: Act as the primary PDC contact for a portfolio of scale SI partners (typically non-elite, high-growth, or rising partners). Develop, coach, and empower partners to maximize their success with Databricks, leveraging proven best practices, strategic guidance, and self-service enablement tools Program Execution: Drive the adoption of Databricks’ SI partner program components, including product enablement, certifications, incentives, onboarding resources, and the Partner Value Score (PVS) framework. Guide partners through tier progression, solution innovation, and go-to-market opportunities.  Partner Advocacy: Serve as a vocal advocate for scale SI partners internally, ensuring that their needs, feedback, and growth opportunities are addressed. Partner with internal teams to create resources such as FAQs, onboarding playbooks, service catalogs, and coaching guides Knowledge Sharing & Enablement: Deliver workshops, webinars, and coaching sessions to help partners onboard, adopt new offerings, and optimize their Databricks practices. Curate and update enablement content, leveraging both live and self-serve channels Relationship Management Ecosystem Management: Manage relationships for dozens of SI partners simultaneously, ensuring a seamless partner experience. Triage, prioritize, and address partner requests for development support, onboarding, marketing amplification, and technical enablement, escalating as needed within the PDC. Serve as the main point of contact for ecosystem partners, building deep, trust-based relationships and maintaining regular communications. Manage ongoing partnership health, proactively addressing needs, providing guidance, and resolving issues. Strategic Planning & Execution Cross-Functional Collaboration: Work closely with Partner Sales, Partner Solutions Architects, Enablement, Marketing, and Operations teams to launch new initiatives, drive programmatic improvements, and remove blockers to partner success. Align regularly through cadence calls and share feedback to influence Databricks’ partner strategy. Develop and implement joint go-to-market plans, co-marketing efforts, and custom initiatives to achieve mutual goals. Segment partners by capabilities and influence to ensure tailored engagement and scalable, outcome-driven collaboration. Business Impact  Prepare and deliver clear, actionable partner performance reports and dashboards for both internal teams and SI partners. Analyze partner performance metrics, including certifications, joint customer wins, credit utilization, and partner-influenced revenue. Communicate metrics and actionable insights back to partners and internal stakeholders, enabling informed decisions and continuous program improvement. Support business reviews and improvement plans to both partners and internal leadership. Cross-Functional Collaboration Work closely with Partners Sales, Partner Marketing, and Partner Operations teams to align partnership initiatives with overall business objectives. Capture and relay partner feedback to inform product roadmaps and drive ecosystem-aligned innovation. Change Management & Continuous Improvement: Embrace a culture of continuous improvement, incorporating partner feedback, operational learnings, and best practices to evolve the PDC model and scale ecosystem programs Market Analysis & Ecosystem Strategy Stay current with industry trends, evolving partner business models, and the competitive landscape to identify new opportunities. Contribute to partner program enhancements and long-term ecosystem growth strategies.

Qualifications

Bachelor’s degree in Business, Marketing, Technology, or a related field (Master’s preferred) 10+ years in partner development, business development, or alliances (preferably in a technology, SaaS, or ecosystem-focused environment) Experience using GenAI tools to improve day-to-day productivity Experience building, managing, and scaling partnerships in complex, high-growth environments Proven track record of achieving revenue and ecosystem growth targets

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, please visit https://www.mybenefitsnow.com/databricks. 

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.