Senior Director, Alliance

SLSQ327R845 The Consulting & Systems Integrator (C&SI) team accelerates Databricks' growth by building and managing relationships with the world's leading data and AI services companies. As Director, EMEA Alliances , you will lead the strategic partnership motion across Databricks' highest-tier named Platinum-tier partners in EMEA - driving partner-impacted consumption ($DBU), partner-sourced pipeline, executive alignment, and joint innovation at scale. This is a leadership role responsible for the EMEA Global Systems Integration (GSI) portfolio of named Platinum-tier partners. These GSIs are critical for the CXO narrative in EMEA's top strategic accounts — they are the delivery and influence partners that shape executive buying decisions at our largest customers. You will directly manage the named Platinum partner relationships at the EMEA level and lead a team that includes a direct report managing Gold-tier and priority Silver-tier partners. Together, you will provide end-to-end coverage of Databricks' most impactful partner tiers in EMEA. You will report to the Vice President, EMEA Alliances . The impact you will have: Strategic Partnership Leadership • Own and drive the EMEA GSI strategy across named Platinum-tier partners, building strategic relationships. • Engage the C-Suite at each Platinum partner to co-develop the EMEA Strategy and Business Plan, with clear goals for consumption, bookings, certification, and joint innovation. Forward-Looking Product & Innovation Strategy • Lead partners through Databricks' next wave of platform innovation — Lakebase (OLTP use cases), Genie & AI/BI (winning business users), Agentic AI , and platform expansion — ensuring GSI partners build practices, solutions, and certified capacity around these strategic priorities. • Drive joint co-innovation with partners around repeatable IP and Brickbuilder Solutions — activating go-to-market campaigns that position Databricks and partners as the platform of choice for enterprise Data + AI transformation. • Ensuring partners are building differentiated practices that drive customer adoption of Databricks' newest capabilities. • Activate partner-led migration motions ( through structured plays and funded programs. Team Leadership & Operating Model • Manage a team of EMEA partner managers, including a direct report (Alliance Director) who owns the Gold-tier and Rising Silver partner portfolio — providing coaching, development, and strategic direction. • Maintain trust and collaboration with the regional leadership and partner sales teams, including clear strategy, planning, and governance of partner plans in the EMEA region. • Align with regional partner sales leaders to drive growth in sourced and consumption with named partners. Executive Engagement & Governance • Create and foster executive-level relationships at all levels within each partnership. • Establish healthy and sustainable executive cadences with priority partners, including quarterly business reviews, joint planning sessions, and strategic alignment meetings. • Own the partner-facing governance model that ensures partner-sourced and delivery pipeline is correctly attributed. • Create a mutually structured plan and track key metrics that address the needs of partners and key cross-fucntional team members. Enablement & Capacity Building • Develop a training and enablement strategy with the enablement team resulting in practice growth and knowledge expansion - driving technical certifications, sales badges, and delivery expertise across the GSI portfolio. • Secure investment and establish programs around repeatable IP and solution investments, resulting in activating go-to-market campaigns. What we look for: • Extensive experience in securing and supporting strategic partnerships in EMEA, with progressive leadership experience at a reputable technology organization. • Track record of success managing a team of alliance professionals - hiring, developing,…