Databricks is hiring a

Leader, Consulting & SI Partners - ANZ

Sydney, Australia

Mission:

The Director of ANZ Consulting & Systems Integrator (SI) Partners will build and lead a partner ecosystem in ANZ to help Databricks rapidly achieve significant scale and deliver success for customers who are transforming their businesses using big data and AI.

  • Define the ANZ strategy and plan in collaboration and alignment with Asia Pacific sales and business development leaders including the development of objectives, strategies and plans aimed at achieving customer satisfaction and the efficient use of Databricks resources
  • In collaboration with with DB's partners, analyze the current systems customers are using to identify the pain points and areas for optimisation and improvements then develop solutions through the use of Databricks products.
  • Develop a compelling partner value proposition and prioritization that produces a mutually beneficial and meaningful relationship to efficiently address the needs of clients.
  • Identify, recruit, form, and manage relationships with a portfolio of the most impactful and productive ANZ based partners aligned to our focus accounts and cloud partners. This will include Global SI's and the Regional SI partners managed to strike the right balance of reach and depth for the market while always placing client's needs at the centre of innovation.
  • Define training programs and joint engagement models for partners to deliver customer success.
  • Define and execute campaigns that build, mature, and close opportunities using 'sell with' motions by directing clients towards more efficient organisation and developing solutions to organisational problems
  • Work to establish Databricks as the de facto platform for big data and AI that powers their own solutions to customers resulting in improved mechanisms of automation then scale.
  • Work with product, engineering, marketing, sales, presales, post sales, finance and legal teams to evaluate, explore and execute partnership opportunities.
  • Collaborate with Cloud partners (e.g. AWS, Microsoft Azure and future cloud partners) and relevant Software partners to align offering development and GTM efforts
  • Understand the competitive landscape and identify strategic opportunities and threats while building partnerships that enhance Databricks own offering.
  • Develop over all Ecosystem strategy and articulate value proposition for Databricks ANZ through analysing and evaluating current systems and structures
  • Develop overall ANZ partner strategy and long range 3 year plan to determine the right success metrics for each of these years in terms of revenue (sourced, influenced, and direct) design wins, customer adoption and growth, etc.

Outcomes

  • Drive sourced, influenced, and direct sales bookings exceeding sales target by the end of 2022
  • Develop overall ANZ partner strategy and long range 3 year plan to determine the right success metrics for each of these years in terms of revenue (sourced, influenced, and direct) design wins, customer adoption and growth, etc.
  • A robust ANZ partner ecosystem that enables Databricks to rapidly and efficiently scale in the region and simultaneously creating meaningful business for partners through discussing current systems with staff and observing systems at all levels of partner organisation

The impact you will have:

  • Develop over all Ecosystem strategy and articulate value proposition for Databricks ANZ through analysing and evaluating current systems and structures
  • Lead both partner 'sell with' and 'sell to' motions by business and organisational shortcomings with clients
  • Generate new growth opportunities and expand the reach of Databricks through partnerships that broaden the distribution of Databricks to drive increasingly large opportunities, higher ASPs, and consistent growth by implementing approved recommendations, issuing revised instructions and process improvements, and drafting other materials
  • Work extensively with sales, presales, post-sales, and marketing teams to identify, land, and expand customers

You will be successful if you have:

  • 10+ years of experience in business development at a top technology or other market leading company
  • Experience working with both GSI and RSI partners in a rapidly growing technology company that achieved a successful outcome, preferably in the big data and AI market
  • Ability to strategically identify, leverage, and grow trusted and meaningful relationships with selected ANZ Consulting & SI partners, preferably within the big data and AI market
  • Ability to articulate how platform addresses customer value to persuade partner industry/practice leaders and account teams to invest time with Databricks
  • Ability to flourish with minimal guidance, be proactive, and handle uncertainty and ambiguity.
  • Adept at influencing others, both externally and internally; ability to work effectively and build consensus across various functional groups to achieve goals.
  • Results-driven, detail-oriented, organized self-starter. Creative and critical thinker


Salary:

180000 - 230000 AUD


Employment Type:

Full Time


About Databricks

Databricks is the data and AI company. Thousands of organizations worldwide — including Comcast, Condé Nast, Nationwide and H&M — rely on Databricks' open and unified platform for data engineering, machine learning and analytics. Databricks is venture-backed and headquartered in San Francisco, with offices around the globe. Founded by the original creators of Apache Spark™, Delta Lake and MLflow, Databricks is on a mission to help data teams solve the world's toughest problems. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.


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.