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AI-based big data processing software
 
Washington DC    Posted: Wednesday, June 12, 2019
 
   
 
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JOB DETAILS
 

Mission

This job exists to direct a strategic partner in the US Federal market for data & AI with whom we have committed to a comprehensive go-to-market & technical partnership that will accelerate long term revenue growth for both companies.

  1. Manage relationship with a large provider of services & solutions to customers across the Federal government. This role will be the primary executive accountable for the relationship
  2. Drive the development & go-to-market for a joint data & AI solution
  3. Collaborate with the Databricks Federal sales team to support program capture (co-selling)
  4. Work across marketing, training, services, product, engineering, finance & legal teams to execute on the partnership
  5. Build & lead a team that will support sales, technical, & customer success for the partnership
  6. Identify & pursue additional markets & solutions that can be addressed with our partnership

Outcomes

  1. An integrated & differentiated solution that is sought by the most sophisticated customers for their most challenging missions
  2. Deliver greater than $30M incremental revenue over three years including $5M in the first year
  3. Help Databricks achieve strategic market objectives
  4. A deeper understanding of the clients go to market process & Databricks consideration in all applicable markets to include Cyber, AI, Data Warehouse, ETL, etc.

Responsibilities

  1. Manage relationship with a large provider of services & solutions to customers across the Federal government. This role will be the primary executive accountable for the relationship
  2. Drive the development & go-to-market for a joint data & AI solution
  3. Collaborate with the Databricks Federal sales team to support program capture (co-selling)
  4. Work across marketing, training, services, product, engineering, finance & legal teams to execute on the partnership
  5. Build & lead a team that will support sales, technical, & customer success for the partnership
  6. Identify & pursue additional markets & solutions that can be addressed with our partnership
  7. Be an expert on the Federal market: follow the latest industry news, attend events regularly, network heavily, & have a systematic approach to identify opportunities

Competencies / Requirements

  1. 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 & AI
  2. Strong sales track record with experience navigating large partners to drive large, company changing partnerships
  3. Strong technical knowledge, product instinct, & ability to identify opportunities with partners as well as ability to work collaboratively with cross-functional teams to build world-class solutions.
  4. Ability to flourish with minimal guidance, be proactive, & handle uncertainty & ambiguity
  5. Results-driven, detail-oriented, organized self-starter. Creative & critical thinker
  6. Thorough understanding of Federal procurement approaches

Summary of the role

At Databricks, we make Big Data & AI simple. The state-of-the-art in Big Data & AI is "simple things complex, complex things impossible." We think the future should be "simple things easy, & complex things possible." Join us & work with world's leading experts in distributed systems, databases, & networking to help build a next-generation Big Data & AI platform that users love.

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 & AI space through growing ecosystem & platform value, incubating new businesses & business models, & driving revenue through partnerships.

The Director of East Consulting & SI Partners will be responsible for identifying, recruiting & building relationships with Databricks Consulting partner ecosystem. This role will be responsible for new partnership development & existing partner management for both Databricks platform & industry vertical partnerships. The ideal candidate will have extensive experience working with the top Consulting & SI partners, deep analytical & business strategy acumen, knowledge of platform businesses as well as sales enablement & incentives; an understanding of how software ecosystems are built, where the leverage lies, & how engagement with major players can be mutually beneficial for customers, partners, & Databricks. We are looking for a hands-on, strategic, wont-take-no-for-an-answer, & detailed-oriented individual to drive these initiatives.

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

 
 
 
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