Senior Director, Global System Integrator Alliances, Asia Pacific

1 week ago


Sydney, New South Wales, Australia Databricks Full time
Senior Director, GSI Alliances, APAC

We are seeking a seasoned Senior Director to lead our Global System Integrator (GSI) Alliances in Asia Pacific. This role will be responsible for establishing and executing a strategic plan to drive growth and revenue through our GSI partnerships.

Key Responsibilities:
  • Develop and execute a comprehensive strategy to further develop the GSI program and key partnerships across APAC.
  • Work closely with our teams in the APAC markets to adapt the strategy to each country and achieve sales goals.
  • Establish and nurture relationships between internal and external teams, ensuring the success of the partnership for both companies.
  • Represent Databricks and GSI alliances as a spokesperson, subject matter expert, and presenter at trade events.
  • Manage executive relationships with leaders of 3+ GSI partners, including quarterly business reviews (QBRs).
  • Obtain critical consensus for Databricks by positioning, educating, and marketing our value proposition across GSI partnerships.
  • Lead the development and communication of the partnership performance analysis, including financial performance, agreed metrics, and related insights.
  • Work closely with in-country sales teams to guide collaboration and engagements with global SI teams.
  • Attain the sales objectives set for the GSI ecosystem.
Requirements:
  • 10+ years of sales or business development experience with an outstanding record of success.
  • 5+ years of experience serving in a senior-level partner or GSI sales-based role.
  • Excellence in forecast management with experience managing an accurate forecast in a regional capacity.
  • Demonstrated capability in strategic planning and implementation of partner programs.
  • Channel sales management experience, including managing global alliance partners, ideally GSIs.
  • Experience building virtual teams to achieve shared objectives.
  • Record selling SaaS technology platforms to APAC regional partners.
  • Experience serving in partner ecosystem leadership roles within APAC.
  • Extensive knowledge of Databricks partner program and ecosystem.
  • Demonstrated leadership capabilities in a cross-functional environment.


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