Senior Director, GSI Alliances, APAC
Databricks
SLSQ225R710
Our Sales team is looking for a Senior Director for the global system integrator (GSI) APAC business to join us in either Sydney or Melbourne.
In this role, you will establish the strategy to further develop the GSI program and important partnerships across APAC. You'll work with our teams in the APAC markets to adapt that strategy to each country and achieve sales goals. You'll work closely with account managers in the region, the global partner team and the APAC marketing, business development, and services teams. Reporting to the VP of Partners for APJ, you will establish and nurture relationships between internal and external teams, helping to guide the success of the partnership for both companies.
The impact you will have:
- Further develop the GSI strategy and business plan including sales, marketing, and go-to-market strategies, programs, and offering
- Develop executive relationships with leaders of 3+ GSI partners; manage executive meeting frequency, i.e., quarterly business reviews (QBRs)
- Represent Databricks and GSI alliances as a spokesperson, subject matter expert, and presenter at trade events
- Serve as a point of escalation to help resolve field conflicts using network of key contacts within both companies as well as knowledge of mutual businesses
- Obtain critical consensus for Databricks by positioning, educating, and marketing our value proposition across GSI partnerships with both traditional solutions as well as emerging technologies for selected GSI platforms and offerings
- Lead the development and communication of the partnership performance analysis, including financial performance, agreed metrics, and related insights
- Work closely with in-country sales teams to guide collaboration and engagements with global SI teams
- Attain the sales objectives set for the GSI ecosystem
What we look for:
- 10+ years of sales or business development experience with an outstanding record of success
- 5+ years of experience serving in a senior-level partner or GSI sales-based role
- Excellence in forecast management with experience managing an accurate forecast in a regional capacity
- Demonstrated capability in strategic planning and implementation of partner programs
- Channel sales management experience, including managing global alliance partners, ideally GSIs
- Experience building virtual teams to achieve shared objectives
- Record selling SaaS technology platforms to APAC regional partners
- Experience serving in partner ecosystem leadership roles within APAC
- Extensive knowledge of Databricks partner program and ecosystem
- Demonstrated leadership capabilities in a cross-functional environment
Benefits
- Private hospital plan and extras cover
- Life, disability and income protection coverage
- SuperannuationEquity awards
- Enhanced Parental Leaves
- Fitness reimbursement
- Annual career development fund
- Home office & work headphones reimbursement
- Business travel accident insurance
- Mental wellness resources
- Employee referral bonus
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.
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.