Senior Director, GSI Alliances, APAC

4 months ago

Sydney, Australia Databricks Full time

SLSQ225R710

Our Sales team is looking for a Senior Director for the global system integrator (GSI) APAC business to join us in either Sydney or Melbourne.

In this role, you will establish the strategy to further develop the GSI program and important partnerships across APAC. You'll work with our teams in the APAC markets to adapt that strategy to each country and achieve sales goals. You'll work closely with account managers in the region, the global partner team and the APAC marketing, business development, and services teams. Reporting to the VP of Partners for APJ, you will establish and nurture relationships between internal and external teams, helping to guide the success of the partnership for both companies.

The impact you will have:

Further develop the GSI strategy and business plan including sales, marketing, and go-to-market strategies, programs, and offeringDevelop executive relationships with leaders of 3+ GSI partners; manage executive meeting frequency, i.e., quarterly business reviews (QBRs)Represent Databricks and GSI alliances as a spokesperson, subject matter expert, and presenter at trade eventsServe as a point of escalation to help resolve field conflicts using network of key contacts within both companies as well as knowledge of mutual businessesObtain critical consensus for Databricks by positioning, educating, and marketing our value proposition across GSI partnerships with both traditional solutions as well as emerging technologies for selected GSI platforms and offeringsLead the development and communication of the partnership performance analysis, including financial performance, agreed metrics, and related insightsWork closely with in-country sales teams to guide collaboration and engagements with global SI teamsAttain the sales objectives set for the GSI ecosystem

What we look for:

10+ years of sales or business development experience with an outstanding record of success5+ years of experience serving in a senior-level partner or GSI sales-based roleExcellence in forecast management with experience managing an accurate forecast in a regional capacityDemonstrated capability in strategic planning and implementation of partner programsChannel sales management experience, including managing global alliance partners, ideally GSIsExperience building virtual teams to achieve shared objectivesRecord selling SaaS technology platforms to APAC regional partnersExperience serving in partner ecosystem leadership roles within APACExtensive knowledge of Databricks partner program and ecosystemDemonstrated leadership capabilities in a cross-functional environment

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