Federal Strategic Alliance Director - OEM

Job Description

Mission

At Databricks, we make Big Data and AI simple. The state-of-the-art in Big Data and AI is "simple things complex, complex things impossible." We think the future should be "simple things easy, and complex things possible." Join us and work with world's leading experts in distributed systems, databases, and networking to help build a next-generation Big Data and AI platform that users love. This job exists to direct a strategic partner in the US Federal market for data and AI with whom we have committed to a comprehensive go-to-market and technical partnership that will accelerate long term revenue growth for both companies

The Databricks Business Development & Partner team works in a dynamic environment where fast-paced innovation meets rock-solid execution. Our goal is to further Databricks leadership of the Big Data and AI space through growing ecosystem and platform value, incubating new businesses and business models, and driving revenue through partnerships.

Outcomes

• Manage relationship with a large provider of services and solutions to customers across the Federal government. This role will be the primary executive accountable for the relationship
• Drive the development and go-to-market for a joint data and AI solution
• Collaborate with the Databricks Federal sales team to support program capture (co-selling)
• Work across marketing, training, services, product, engineering, finance and legal teams to execute on the partnership
• Build and lead a team that will support sales, technical, and customer success for the partnership
• Identify and pursue additional markets and solutions that can be addressed with our partnership
• An integrated and differentiated solution that is sought by the most sophisticated customers for their most challenging missions
• Deliver greater than $30M incremental revenue over three years including $5M in the first year
• Help Databricks achieve strategic market objectives
• A deeper understanding of the clients go to market process and Databricks consideration in all applicable markets to include Cyber, AI, Data Warehouse, ETL, etc.
• Manage relationship with a large provider of services and solutions to customers across the Federal government. This role will be the primary executive accountable for the relationship
• Drive the development and go-to-market for a joint data and AI solution
• Collaborate with the Databricks Federal sales team to support program capture (co-selling)
• Work across marketing, training, services, product, engineering, finance and legal teams to execute on the partnership
• Build and lead a team that will support sales, technical, and customer success for the partnership
• Identify and pursue additional markets and solutions that can be addressed with our partnership
• Be an expert on the Federal market: follow the latest industry news, attend events regularly, network heavily, and have a systematic approach to identify opportunities

Competencies

• 10+ years of experience in business development at a top technology or other market leading company primarily focused on the Federal market, preferably in data and AI
• Strong sales track record with experience navigating large partners to drive large, company changing partnerships
• Strong technical knowledge, product instinct, and ability to identify opportunities with partners as well as ability to work collaboratively with cross-functional teams to build world-class solutions.
• Ability to flourish with minimal guidance, be proactive, and handle uncertainty and ambiguity
• Results-driven, detail-oriented, organized self-starter. Creative and critical thinker
• Thorough understanding of Federal procurement approaches

Benefits

• Medical, dental, vision
• 401k Retirement Plan
• Unlimited Paid Time Off
• Catered lunch (everyday), snacks, and drinks
• Gym reimbursement
• Employee referral bonus program
• Awesome coworkers
• Maternity and paternity plans

About Databricks

Databricks’ mission is to accelerate innovation for its customers by unifying Data Science, Engineering and Business. Founded by the original creators of Apache SparkTM, Databricks provides a Unified Analytics Platform for data science teams to collaborate with data engineering and lines of business to build data products. Users achieve faster time-to-value with Databricks by creating analytic workflows that go from ETL and interactive exploration to production. The company also makes it easier for its users to focus on their data by providing a fully managed, scalable, and secure cloud infrastructure that reduces operational complexity and total cost of ownership. Databricks, venture-backed by Andreessen Horowitz, NEA and Battery Ventures, among others, has a global customer base that includes Salesforce, Viacom, Shell, and HP. For more information, visit www.databricks.com .

Apache, Apache Spark and Spark are trademarks of the Apache Software Foundation .