Intro
- SLSQ426R507
- While candidates in the listed location are encouraged for this role, candidates in other locations will be considered.
- We are seeking a proven, visionary leader to serve as our APJ SI and Ecosystem Leader, responsible for building, scaling, and optimising our partner ecosystem across the Asia Pacific & Japan region. This leader will drive consumption growth, build a durable and differentiated partner community, and inspire a world-class team to deliver measurable business outcomes in the data and AI space.
- This role requires a deep understanding of SIs, ISVs and hyper-scaler ecosystems (AWS, Azure, GCP). A history with data and AI–driven business transformation and the ability to engage confidently with C-level executives at both partner and customer organisations.
Partner Ecosystem Strategy & Growth
- Define and execute the APJ SI and ecosystem strategy, aligned to global objectives and regional priorities.
- Build and scale a durable, high-value partner ecosystem spanning global system integrators (GSIs), regional partners, and other key partners across the region.
- Drive partner-led consumption of our platforms and solutions, ensuring measurable contribution to revenue, new logos and customer success.
SI & Ecosystem Development
- Lead joint business planning and co-selling initiatives with key partners, ensuring alignment with their key accounts and GTM solutions.
- Create multi-year growth plans with top strategic partners, ensuring durable revenue streams.
- Drive certifications and badges with our enablement and solution architects, ensuring deep technical alignment.
Executive & C-Level Engagement
- Represent the partner organization at the highest levels across the partner and customer ecosystem.
- Build trusted relationships with CXOs, board members, and industry thought leaders to drive strategic initiatives, joint investments, and executive sponsorship.
Leadership & Team Development
- Inspire, mentor, and scale a high-performing alliances and channels team across APJ.
- Build a world-class culture of collaboration, innovation, and accountability.
- Attract and retain top talent, creating clear pathways for professional development and growth.
- Drive integration of Partners into GTM motions as part of the APJ GTM Leadership team.
Operational Excellence
- Own pipeline development, partner-sourced revenue, and consumption growth metrics.
- Drive operational rigor across partner programs, governance, and reporting.
- Champion cross-functional alignment with sales, marketing, product, and customer success to ensure ecosystem-driven success.
What we look for
- 20+ years of leadership experience in technology sales, alliances, and partner ecosystem development, with a proven track record of impact across Asia Pacific & Japan.
- Bachelor’s degree required; Master’s preferred.
- Extensive experience in Data and AI technologies and their application to real-world business transformation.
- Demonstrated success working with hyperscalers (AWS, Azure, GCP) on joint go-to-market strategies, co-selling, and co-investment.
- Proven ability to influence C-level executives, boards, and global partner organizations.
- Strong understanding of the APJ market landscape, regional partner dynamics, and cultural nuances.
- Experience building and leading large, geographically distributed teams.
- Exceptional communication, negotiation, and executive presence skills.
Our Commitment to Diversity and Inclusion
- At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.
