Partner Manager & Sales Executive, Databricks

WHO YOU ARE?

FIRST · A COMMERCIAL DATABRICKS SELLER

You have lived in this ecosystem. You sold Databricks into commercial enterprises - either at Databricks on the commercial or enterprise field team, at a Databricks SI partner, or at a competing platform where you ran into Databricks every quarter. You speak fluently about the Data Intelligence Platform, Unity Catalog, Delta Lake, Mosaic AI, Genie, MLflow, and deployment on AWS, Azure, and GCP. You bring named-account relationships with commercial CDOs, CTOs, VPs of Data Engineering, and heads of AI/ML. You also know the Databricks private-sector field organization — sports and gaming, financial services, healthcare, and consumer and industrial manufacturing — and understand how AEs and SEs evaluate and activate SI partners.

SECOND · A PROVEN ENTERPRISE SELLER

On that foundation, you bring the discipline of a senior enterprise hunter. You have a multi-year track record of attaining $3M+ in new bookings, closing complex multi-stakeholder pursuits with 5+ decision-makers across business, technical, security, and procurement leadership, and running clean MEDDPICC, Challenger, and Strategic Selling motions. You forecast accurately, qualify rigorously, and co-sell credibly - you understand how to register a Databricks deal, when to bring in the right Databricks AE, and how to share-shift opportunities with cloud partners (AWS, Azure, GCP) without burning bridges. You have managed ISV and cloud partner relationships, not just internal sales roles, and you are equally comfortable owning a pipeline number and building partner relationships that feed it.

THIRD · AN OUTCOMES-FIRST OPERATOR

You sell business outcomes, not platform features. You frame Databricks-anchored solutions in the language your commercial buyers actually use - revenue recovered, churn reduced, fraud losses cut, time-to-insight compressed, and AI models shipped to production. You design every first engagement - whether a Mosaic AI proof of value, a Unity Catalog migration, or a real-time analytics pilot - with explicit intent to expand into a multi-year enterprise data transformation. You partner with Resultant's delivery and solution architecture teams early in every pursuit, ensuring what you sell can be delivered with excellence.

Sales & Commercial Ownership

• Own the Databricks Commercial vertical. Build a named-account list of 25–50 target mid-market and enterprise commercial accounts across financial services, healthcare, manufacturing, or retail. Experience with sports/entertainment and gaming is a big plus for this role. Map CDOs, CTOs, data engineering leaders, AI/ML heads, security leads, and procurement officers in each.
• Originate qualified pipeline. Lead with personal network activation, Databricks field team engagement, Databricks Summit presence, cloud marketplace partnerships (AWS, Azure, GCP), and disciplined account-based outreach. Own a quarterly pipeline contribution target tracked in HubSpot.
• Lead complex pursuits. Run multi-stakeholder, 3–12-month commercial sales cycles from first conversation through security review, legal, and contract close. Engage Resultant’s Databricks engineering and solution architects early.
• Co-sell with Databricks and the cloud ecosystem. Build joint pursuit plans with the Databricks commercial field team, AWS, Azure, and GCP marketplace teams. Operate inside Databricks deal registration discipline. Understand when to bring in the right Databricks AE and how to work alongside cloud partners without burning bridges.

Partner & Alliance Management

• Own Resultant’s Databricks private-sector relationships. Build and maintain working relationships with Databricks private-sector field teams: AEs, SEs, and practice leads across sports/entertainment and gaming, financial services, healthcare, and manufacturing. Make Resultant the first call when a Databricks AE needs a data and AI implementation partner.
• Develop and execute a co-sell strategy. Conduct territory mapping and account targeting with Databricks private-sector field teams. Ensure Databricks private-sector sellers have current Resultant content, case studies, and contacts at their fingertips.
• Represent Resultant in the market. Attend and speak at Databricks Data + AI Summit, Databricks field events, and vertical industry conferences (Money20/20, HLTH, Gartner Data & Analytics Summit). Contribute thought leadership and become a recognized voice on enterprise AI and data platform modernization.
• Build partner-facing collateral. Create one-pagers, case studies, and reference stories tailored to private-sector verticals. Coordinate with Resultant’s delivery and SA teams to keep Databricks certifications and partner portal profiles current.
• Advance Resultant’s partnership tier. Coordinate with Databricks enablement programs and work toward tier advancement. Align partner activity to active pipeline in coordination with Resultant’s private-sector BD team.