Overview

Xebia is seeking a highly motivated Director / Senior Director, Databricks Alliances to lead and expand our strategic partnership with Databricks across North America. This role will be responsible for developing and executing alliance strategies that drive joint go-to-market initiatives, partner-sourced and partner-influenced revenue, solution development, field engagement, and executive-level relationship management.

The ideal candidate will have extensive experience working within the Databricks ecosystem, a strong understanding of Data, Analytics, AI/ML, and Generative AI services, and a proven track record of building successful partner-driven growth programs in the technology services industry.

Responsibilities

We are looking for an exceptional Alliance Leader with deep expertise in the Databricks ecosystem and Data/AI landscape who can drive strategic partnerships, co-sell opportunities, and joint business growth.

1. Own and grow Xebia's strategic alliance with Databricks across North America.
2. Develop and execute a comprehensive Databricks alliance strategy aligned with revenue, capability, and market expansion objectives.
3. Build and maintain executive-level relationships within Databricks sales, partner, solution architect, and practice leadership teams.
4. Drive partner-sourced, partner-influenced, and co-sell revenue opportunities across existing and new client accounts.
5. Collaborate with Databricks field teams to identify, qualify, and pursue joint customer opportunities.
6. Facilitate joint account planning, pipeline reviews, and territory mapping exercises with Databricks stakeholders.
7. Work closely with Xebia sales, delivery, pre-sales, and marketing teams to accelerate alliance-driven business outcomes.
8. Expand Xebia's presence and visibility within the Databricks partner ecosystem through strategic initiatives and thought leadership.
9. Drive partner enablement programs, certifications, competency development, and solution accelerators around Databricks technologies.
10. Develop joint solutions, offerings, and industry-specific GTM initiatives focused on Data Modernization, Lakehouse, Data Engineering, AI/ML, GenAI, and Agentic AI.
11. Monitor and track alliance KPIs, including sourced pipeline, influenced revenue, certifications, competencies, and partner engagement metrics.
12. Coordinate and execute partner marketing initiatives, including webinars, workshops, conferences, executive roundtables, and customer events.
13. Lead executive business reviews and quarterly planning sessions with Databricks leadership teams.
14. Maintain strong visibility into Databricks partner programs, incentives, funding mechanisms, and market strategies.
15. Drive strategic collaboration with hyperscaler partners including AWS, Microsoft Azure, and Google Cloud where aligned with Databricks initiatives.
16. Create and maintain accurate pipeline forecasts and reporting related to alliance-generated opportunities.
17. Serve as the primary internal advocate for the Databricks partnership across sales, delivery, marketing, and leadership functions.
18. Continuously identify opportunities to increase partnership maturity, market share, and joint customer success.

Qualifications

1. 12+ years of experience in technology services, consulting, alliances, business development, or partner management.
2. 5+ years of experience in managing strategic technology partnerships within Cloud, Data, Analytics, or AI ecosystems.
3. 3+ years of direct experience working within the Databricks partner ecosystem.
4. Strong understanding of Databricks platform capabilities, including Lakehouse Architecture, Data Engineering, Data Science, Machine Learning, AI/GenAI, and Data Governance.
5. Proven experience driving partner-sourced and partner-influenced revenue growth.
6. Demonstrated success in building executive relationships with technology partners and driving measurable business outcomes.
7. Experience collaborating with partner sales teams and participating in joint go-to-market motions.
8. Strong knowledge of cloud ecosystems including AWS, Microsoft Azure, and Google Cloud.
9. Experience leading alliance reviews, partner business planning, and ecosystem expansion programs.
10. Exceptional stakeholder management and relationship-building skills.
11. Ability to influence and operate effectively within a highly matrixed global organization.
12. Strong understanding of enterprise data modernization, AI transformation, and cloud migration initiatives.
13. Experience coordinating cross-functional teams across sales, delivery, marketing, and partner organizations.
14. Excellent communication, presentation, and executive engagement skills.
15. Highly organized, self-driven, and capable of managing multiple strategic initiatives simultaneously.
16. Proven ability to work effectively in a fast-paced and geographically distributed environment.
17. Strong leadership presence with the ability to engage stakeholders at all levels, including C-suite executives.
18. Bachelor's degree required; Master's degree preferred.