Databricks Partner Development Manager

Addepto is a leading AI consulting (https://addepto.com/ai-consulting/) and data engineering (https://addepto.com/data-engineering-services/) company that builds scalable, ROI-focused AI solutions for some of the world's largest enterprises and pioneering startups, including Rolls Royce, Continental, Porsche, ABB, and WGU. With an exclusive focus on Artificial Intelligence and Big Data, Addepto helps organizations unlock the full potential of their data through systems designed for measurable business impact and long-term growth.

The company's work extends beyond client engagements. Drawing from real-world challenges and insights, Addepto has developed its own product - ContextClue - and actively contributes open-source solutions to the AI community. This commitment to transforming practical experience into scalable innovation has earned Addepto recognition by Forbes as one of the top 10 AI consulting companies worldwide.

As part of KMS Technology, a US-based global technology group, Addepto combines deep AI specialization with enterprise-scale delivery capabilities—enabling the partnership to move clients from AI experimentation to production impact, securely and at scale.

Position Overview

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 Addepto’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 Addepto 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

• Identify, source, and influence co-sell opportunities

• 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 Addepto 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 focused on helping 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

What you bring:

• 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

Nice to have:

• 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

Discover our perks & benefits:

• Work in a supportive team of passionate enthusiasts of AI & Big Data.

• Engage with top-tier global enterprises and cutting-edge startups on international projects.

• Enjoy flexible work arrangements, allowing you to work remotely or from modern offices and coworking spaces. 

• Accelerate your professional growth through career paths, knowledge-sharing initiatives, language classes, and sponsored training or conferences, including a partnership with Databricks, which offers industry-leading training materials and certifications.

• Choose your preferred form of cooperation: B2B or a contract of mandate, and enjoy 20 fully paid days off.

• Participate in team-building events and utilize the integration budget.

• Celebrate work anniversaries, birthdays, and milestones.

• Access medical and sports packages, eye care, and well-being support services, including psychotherapy and coaching.

• Get full work equipment for optimal productivity, including a laptop and other necessary devices.

• With our backing, you can boost your personal brand by speaking at conferences, writing for our blog, or participating in meetups.

• Experience a smooth onboarding with a dedicated buddy, and start your journey in our friendly, supportive, and autonomous culture.

If you are excited about this opportunity and want to be part of our team, apply now!