Responsibilities

• The Cloud & AI Partnerships team builds durable long-term alliances with world-leading Data & AI technology companies.
• Sr. Alliance Director, AI GTM will shape GTM plans with strategic AI partners including Anthropic, OpenAI, and Google Gemini.
• Set GTM strategy, manage co-sell investments, and bridge Databricks GTM executives with partner counterparts to drive measurable outcomes.
• Operate with autonomy, report to the VP of Cloud & AI Partnerships, and collaborate cross-functionally with product, engineering, sales, and marketing.
• Serve as the primary point-of-contact for senior GTM stakeholders at Anthropic, OpenAI, and Google, cultivating multi-threaded relationships across sales and field engineering.
• Build and manage a QBR and Executive Business Review cadence anchored on shared GTM goals and co-sell programs.
• Develop and maintain partnership co-sell KPIs and the overarching partner GTM governance framework.
• Develop and execute an overarching co-sell strategy across AI Lab partners, including account segmentation and propensity analysis to identify high-potential joint opportunities.
• Plan and operationalize in-person and virtual co-sell programs — co-sell days, joint pipeline reviews, and partner-led field events — to accelerate top-of-funnel growth and mid-funnel conversion.
• Deliver regular program performance readouts to global sales and partnership leadership, surfacing insights and recommending course corrections.
• Build and manage streamlined partner funding programs to accelerate AI solution adoption, and collaborate on funding utilization with enablement teams.

Requirements

• 10+ years of experience in business development, strategic partnerships, alliance management, or GTM strategy within the Cloud and AI ecosystem.
• Proven track record building GTM programs and growing high-visibility partnerships with major tech companies, ideally cloud hyper-scalers or frontier model providers.
• Deep understanding of Generative AI products, GTM models, and the competitive AI landscape, including Anthropic, OpenAI, Google, and comparable frontier model providers.
• Experience in Generative AI product development, GTM, or alliance roles is strongly preferred.
• Analytical rigor with ability to build first-principles business cases, model consumption, and derive data-driven insights for partnership investments.
• Strong GTM fluency, including enterprise co-sell motions, account segmentation, pipeline management, and field enablement strategies.
• Excellent communication and executive presence, with ability to distill complex analyses into clear narratives for senior stakeholders.
• Strong cross-functional leadership and ownership mindset, capable of driving deal and program processes autonomously within a matrix organization.
• MBA or equivalent advanced degree preferred.
• Bachelor's in Computer Science, Engineering, or related field, or demonstrated technical aptitude, is a plus.

Benefits

• At 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 click here.
• Our Commitment to Diversity and Inclusion: we foster a diverse, inclusive culture and ensure hiring practices meet equal employment opportunity standards for all protected characteristics.