We are seeking a high-impact, relationship-driven Databricks Partner Development Manager to lead and scale our strategic partnership within the Databricks ecosystem. This is a senior individual contributor role focused on driving alliance growth, increasing market visibility, unlocking partner-funded opportunities, and elevating KMS’s standing within the Databricks partner ecosystem.
The ideal candidate has deep experience managing hyperscaler or data platform alliances, understands the Databricks ecosystem and GTM motion, and possesses a strong network across Databricks sales, partner, and solution engineering organizations.
Key Responsibilities
Strategic Alliance Development
- Develop and manage an annual Joint Business Plan (JBP) with Databricks leadership, including pipeline, bookings, certifications, competencies, and GTM objectives
- Own and expand the strategic partnership relationship with Databricks across sales, alliances, marketing, and field leadership.
- Develop and execute a multi-year Databricks ecosystem growth strategy aligned to KMS revenue and AI transformation goals.
- Identify and drive initiatives that elevate partner tier/status, competencies, certifications, and co-sell alignment within the Databricks ecosystem.
- Build executive-level relationships with Databricks regional leaders, account executives, partner managers, and solution architects.
Revenue & Pipeline Generation
- Lead Strategic Account Mapping exercises with Databricks Field Team
- Identify, source, and influence co-sell opportunities with Databricks field teams.
- Create pathways to partner-funded programs including workshops, assessments, migration initiatives, accelerators, and innovation engagements.
- Drive partner-sourced and partner-influenced pipeline through account mapping, Joint opportunity planning, strategic pursuits and co-ordinated field engagement with Databricks sales team.
Ecosystem & Market Expansion
- Position KMS as a premier Databricks implementation, AI, and data engineering partner.
- Coordinate joint GTM motions including webinars, customer events, executive briefings, industry campaigns, and marketplace initiatives.
- Monitor Databricks ecosystem trends, partner priorities, funding programs, and strategic initiatives to identify new growth opportunities.
- Represent KMS at Databricks events, partner summits, conferences, and industry forums.
- Establish executive governance through executive interlocks, and regional operating cadences.
Internal Enablement & Execution
- Partner with delivery, architecture, marketing, and sales teams to develop repeatable offerings aligned to Databricks priorities.
- Develop repeatable Co-sell motion and sales play focussed on Help shape solution accelerators and service offerings around AI, data modernization, lakehouse transformation, analytics, and enterprise AI.
- Drive internal enablement around Databricks messaging, programs, certifications, and competitive positioning.
- Establish KPIs and executive reporting around alliance performance, pipeline contribution, certifications, and partner engagement.
Required Experience
- 7+ years of experience in strategic alliances, partner development, ecosystem management, or enterprise technology sales.
- Direct experience managing or growing partnerships with Databricks, hyperscalers, or major cloud/data platform ecosystems.
- Demonstrated success driving co-sell revenue, partner-sourced pipeline, and ecosystem growth exceeding $10M+ annually.
- Strong understanding of enterprise data, analytics, AI/ML, cloud modernization, and digital transformation initiatives.
- Experience navigating complex enterprise sales organizations and executive stakeholder environments.
- Experience developing Joint Business Plans, executive governance models, and co-sell operating frameworks.
- Proven ability to influence without authority across sales, delivery, and executive leadership teams.
- Experience working within Global Systems Integrators, consulting firms, or technology services organizations
Preferred Experience
- Existing network and relationships within the Databricks field organization.
- Experience working within consulting, professional services, systems integrators, or technology services organizations.
- Familiarity with partner program structures, MDF/funding mechanisms, competency programs, and marketplace strategies.
- Understanding of modern data architectures including Lakehouse, AI platforms, GenAI, data engineering, and cloud-native analytics.
What Success Looks Like
- Increase sourced and influenced Databricks-related pipeline.
- Expand executive alignment and field engagement with Databricks leadership.
- Unlock partner-funded opportunities and joint GTM investments.
- Improve partner tier/status and ecosystem visibility.
- Position KMS as a recognized strategic Databricks services partner in AI and data transformation.
Why Join KMS
This is a unique opportunity to help shape a high-growth AI and data transformation practice while building one of KMS Technology’s most strategic ecosystem partnerships. You will work alongside executive leadership and play a pivotal role in driving market impact, revenue growth, and ecosystem influence.
Why You’ll Love It Here
KMS has been named a Best Place to Work by the Atlanta Business Chronicle and a thirteenth-time Best & Brightest Company to Work For®. We offer:
- 100% company-paid Medical, Dental & Vision insurance
- 401(k) with generous company match
- Pre-tax FSA options
- Employer Paid Short Term Disability, Long Term Disability, and Basic Life Insurance
- Self-managed Unlimited PTO + Paid Parental Leave
- Remote/hybrid flexibility
- Opportunities for career growth, mentorship, and leadership
- Target OTE + Benefits is $250,000 - $300,000 annually
If you thrive in high-stakes conversations, love solving business-critical challenges, and want to sell services that truly drive impact—we want to meet you.
KMS Technology is proud to be an equal opportunity employer. We value diverse perspectives and are committed to building an inclusive environment for all employees. We do not discriminate in hiring or any employment decision based on race, color, genetic profile, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), martial status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other characteristics protected by law.
