Partner Sales Director, Manufacturing & Energy

Job description

SLSQ227R148 As Partner Sales Director for Manufacturing & Energy, you own the partner go-to-market strategy for the vertical — architecting joint solutions with our most strategic partners, building durable pipeline, and holding partners accountable to execution that converts to partner-sourced and partner-influenced consumption. This is a highly visible, strategic role: you set the agenda across Sales, Field Engineering, Marketing, Partner Solution Architecture, and the partner ecosystem, and you carry Databricks' Manufacturing & Energy partner narrative to senior partner and customer executives. You will own and grow relationships with strategic partners across the vertical — including global and regional systems integrators such as Accenture, Deloitte, Capgemini, and IBM, and specialist data and AI partners — and you bring deep industry knowledge and an operator's mindset powered by modern AI tooling. Reporting to the Senior Director, Partner Sales. The impact you will have: Build and own the pipeline engine — architect the Manufacturing & Energy partner GTM strategy and convert it into durable, partner-sourced and partner-influenced pipeline and consumption across the vertical. Drive partner execution and accountability — hold strategic SI/ISV partners to joint commitments; inspect co-sell motions rigorously and remove friction so partners execute effectively against shared pipeline and revenue goals. Lead solution development with partners — co-create differentiated, industry-specific joint solutions, accelerators, and repeatable GTM plays that pair partner capability with the Databricks platform to solve high-value Manufacturing & Energy use cases. Run a disciplined operating cadence — pipeline reviews, forecast, and KPI inspection anchored to Salesforce as the system of record; report impact, not activity. Own the executive relationship and narrative — build joint business plans and executive-ready narratives, and represent Databricks credibly to senior partner and customer leadership. Orchestrate cross-functional alignment — set direction across Sales, Field Engineering, Marketing, Partner Solution Architecture, and partner leadership, resolving friction and keeping strategic deals moving. Apply an operator mindset with AI-driven tools to improve forecasting accuracy, pipeline quality, solution development speed, and partner attribution. What we look for: 8+ years in partner/alliance sales, channel, or GTM at an enterprise software, cloud, or data company; proven track record of building partner-sourced pipeline and driving measurable revenue impact. Demonstrated ability to hold partners accountable and drive effective joint execution — from account planning through co-sell to closed consumption. Experience developing joint solutions with SI/ISV partners — translating industry use cases into repeatable, differentiated offerings. Track record of cross-functional leadership across Sales, Field/technical, Marketing, and partners in a matrixed environment. Strong executive presence — shapes a business narrative and aligns senior internal, partner, and customer stakeholders. Operational rigor: clean pipeline hygiene, KPI discipline, and data-driven inspection. Industry fluency and across Manufacturing and Energy — understanding of the sector value chain and how data and AI create value across it; ability to translate industry use cases into joint partner solutions and GTM plays. Demonstrated expertise across Energy sub-sectors (Oil & Gas, Power & Utilities), leading cross-functional initiatives in complex regulatory environments Fluency with modern AI productivity tools to drive analysis, solution development, and operating efficiency. Ability to travel as needed (approximately 25–40%) for partner business reviews, account-planning workshops, industry summits, and customer/partner executive engagements. <div class="des