Partner Sales Director, Manufacturing & Energy
Databricks · United States · Business Development · listed July 28, 2026
The shape of it
Seniority
Executive
Where
Not stated
Stated pay
$143,700 – $197,550 USD
Requirements listed
10
Length
890 words
In the posting’s own words
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.
What it asks for · 10
- 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.
What the job covers
- 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.
Tools and skills named
Go to market
- Go-to-market5×
- Forecasting
- Salesforce
Data
- Databricks3×
Ways of working
- Cross-functional3×
Security & compliance
- Regulatory
Words the posting leans on
- partner27×
- solution9×
- pipeline8×
- joint7×
- sales6×
- industry5×
- strategic5×
- executive4×
- gtm4×
- manufacturing energy4×
- narrative4×
- senior4×
- business3×
- cases3×
- consumption3×
- cross-functional3×
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