SLSQ426R417

Databricks is THE Data and AI company. Our mission is to accelerate innovation for our customers by enabling them to have all of their data and perform all their data-related activities on a Single, Open, Collaborative lakehouse platform. 

As a C&SI Ecosystem Sales Associate (ESA) at Databricks, you will drive partner-sourced opportunities and align partners with Databricks sales to boost revenue. You'll also contribute to the partner territory plan and develop scalable campaigns to drive net new revenue. This role involves creating growth strategies, assisting Account Executives, qualifying partner opportunities, and building relationships with SI, ISV and Cloud Partner teams. You will report to the Americas C&SI Partner Sales MFG Leader.

This role requires a strategic, results-driven mindset, as you will be responsible for Salesforce updates and pipeline contribution. You will work closely with Account Executives (AEs), partner managers, marketing, and sales teams to enable partners, ensure deal registration compliance, and optimize the partner sales process.

The Impact You’ll Have

• Execute Scaled Program: Work with our ecosystem & field to drive new logo adoption and existing customer expansion programs.
• Pipeline Contribution: Facilitate partner updates to approved use cases (both new and existing) to ensure accurate tracking of partner-influenced deals.
• Lead & Pipeline Creation: Oversee and manage partner deal registrations, ensuring compliance with SLA guidelines.
• Lead Qualification: Collaborate with AEs and sales teams to align on scaled campaigns that drive lead qualification and ensure deal progression.
• Data-Driven Insights: Track and analyze partner-sourced opportunities to measure impact and optimize partner-driven sales motions.

Key Responsibilities:

• Lead & Pipeline Management: Oversee and manage partner deal registrations, ensuring compliance with Service Level Agreement (SLA) guidelines, and develop processes to streamline deal registration and tracking.
• Pipeline Contribution: Facilitate partner tagging to approved use cases for both new and existing opportunities, ensuring accurate tracking of partner-influenced deals to provide visibility into partner-driven sales performance.
• Lead Qualification: Collaborate with Account Executives (AEs) and sales teams to align on lead qualification criteria and work closely with them to ensure deal progression and conversion of qualified leads.
• Data-Driven Insights: Track and analyze partner-sourced opportunities to measure their impact on sales, providing actionable insights to optimize partner-driven sales motions and improve overall sales strategy.
• Process Optimization: Continuously evaluate and refine processes related to partner sales operations to enhance efficiency and effectiveness, implementing best practices to improve collaboration between sales teams and partners.
• Reporting and Communication: Prepare and present regular reports on partner sales performance and pipeline health to stakeholders, communicating insights and recommendations to senior leadership and other relevant teams to inform strategic decisions.
• Stakeholder Management: Build strong relationships with internal stakeholders, including sales teams, marketing teams, and external partners, fostering a collaborative environment that supports mutual goals and objectives.
• Technology and Tools Management: Utilize CRM and other sales tools to manage partner data, track deal progress, and analyze sales performance, staying updated on the latest technologies and tools that can enhance partner sales operations efficiency.

What we Look for:

• Experience: 3-5+ years of experience in sales, business development, partner management, or pipeline operations.
• Strong Technical Aptitude: Understands the SaaS/Cloud/Partner ecosystem and has familiarity with technology partner programs.
• Excellent Organization/ Time management: Is highly organized and process-driven, with strong attention to detail for managing deal registrations and sales pipeline.
• High Level Adaptability: Thrives in a fast-paced environment, with the ability to adapt quickly to changing business needs.
• Customer and Partner Obsessed: Is customer-obsessed, with a passion for Data & AI and a desire to help partners succeed.
• Relationship Oriented: Committed to fostering and maintaining long-term relationships with strategic business partners through strategy-building and effective communication.
• Strategic Collaboration: Demonstrate exceptional ability to collaborate across cross-functional teams, fostering alignment and driving business outcomes through effective communication and strategic planning
• Proactive Business Ownership: Proactively own business outcomes by anticipating challenges, identifying opportunities, and driving strategic initiatives to enhance efficiency and drive revenue/ increase consumption.
• Strong written and verbal communication skills: Proven ability to convey complex ideas clearly and concisely to diverse audiences, including stakeholders at all organizational levels. Adept at leading discussions, facilitating meetings, and collaborating across teams to drive alignment and action.
• Strong problem-solving skills: Demonstrated ability to analyze complex challenges and experience in applying critical thinking and strategic analysis to overcome obstacles and achieve desired outcomes.

Pay Range Transparency

Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected 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 anticipates 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.

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.BenefitsAt 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.