Director, Product Management - Cloud Security and Shared Capabilities

Databricks

As the AWS Cloud Partner Solutions Architect for EMEA, you are the single-threaded technical owner of the AWS ↔ Databricks alliance across the region — today a $220M trailing-year consumption book growing at +69.7% YoY, the largest hyperscaler-driven consumption book in EMEA after Microsoft. You are the named Databricks counterpart that the AWS field (PSAs, PDMs, SAs) routes opportunities to, the convener of the EMEA AWS SME community, and the author of the "better-together" technical narrative for Databricks on AWS. You will engage AWS field and partner leadership, Databricks Field Engineering, and joint customer account teams to drive adoption and consumption of the Data Intelligence Platform on AWS — through executive alignment, large-scale partner enablement, joint product contribution, and multicloud architectural arbitration in our most strategic EMEA accounts. Reporting to: Director, Field Engineering (Partner Solutions Architect). WHAT THE ROLE OWNS: * AWS-sourced pipeline & EMEA AWS consumption growth — act as the single EMEA-wide SPOC for the AWS field. Channel AWS-sourced opportunities into Databricks (FY26: 150+ opportunities, ~$60M ARR pipeline, ~$10M realised, 35 net-new greenfield accounts) and carry the FY27 plan-of-record of +60% YoY growth / $297.86M target. * The EMEA AWS SME community — convene and grow the cross-EMEA group of AWS-deep SAs/SSAs/PSAs (~15–20 members across UKI, France, Spain, Italy, Benelux, Nordics, MEA, Germany). Land the ASQ-scope expansion (SWAT pattern) and run the joint operating cadence with the Databricks TFC at AWS. This is the mechanism that scales the role from single-person execution to field-distributed delivery. * Partner enablement at scale — sustain the training engine that feeds pipeline 2–3 quarters out (300+ AWS Solutions Architects trained in EMEA in FY26; 50+ Databricks xSAs to AWS SA-Associate at zero net cost via the AWS Partner Training ↔ Databricks L&E channel; 0-to-GenAI workshops, Lakehouse Days, regional meetups). Maintain the AWS Field Engineering Playbook. * Joint product contribution & reference architectures — own the assets that lower time-to-first-DBU and unblock deployments: AWS Marketplace QuickLaunch ("Moonwalk+"), Agent Bricks ↔ Amazon Bedrock automation, the CloudFormation networking package, the AWS data-exfiltration-protection (DEP) architecture, the remote-S3 strict-residency pattern, and the EMEA cloud-consumption dashboard. * Strategic-account unblock & multicloud arbitration — lead technical arbitration in EMEA's dense multicloud accounts (BP, EasyJet, Klarna, ABSA, ADIA, Mercedes-Benz, BNP Paribas and others), where a single architectural decision can swing $1M+ ARR. * Executive alignment & external brand — run QBRs with named AWS regional leaders at BU+1, and be the EMEA technical voice at AWS Summits, DAIS, and Re:Invent EMEA. THE IMPACT YOU WILL HAVE: * Accelerate AWS-sourced pipeline and its conversion to consumption by aligning AWS and Databricks resources and providing the technical expertise to win and expand multicloud accounts. * Shift cloud balance toward AWS across EMEA Diamond and Pearl accounts, protecting and growing Databricks' hyperscaler revenue mix. * Grow field-wide AWS capability — through the SME community, certification programmes, and reusable architectures — so AWS depth is distributed across the EMEA field rather than concentrated in one person. * Develop and sustain senior AWS executive relationships that surface new opportunities, sharpen competitive positioning, and anchor joint go-to-market. WHAT WE LOOK FOR: * Extensive hands-on experience as a data professional in a modern, cloud-based data stack. * Hyperscaler-alliance experience (AWS strongly preferred) with credibility to be the EMEA SPOC for the AWS field and to convene a cross-region SME community. * AWS-specific technical depth — PrivateLink, VPC Lattice, IAM, networking/CloudFormation, AWS Marketplace, Amazon Bedrock, and Glue ↔ Unity Catalog federation. * At least 3 years of technical pre-sales / sales-methodology experience within a consumption business model. * Ability to collaborate with partner and customer organisations at senior-executive level, aligning their objectives to Databricks products and services. * Proven ability to run training sessions, workshops, and webinars, and to author technical content (whitepapers, reference architectures, solution guides, playbooks). * Coding in a core programming language (Python, Java, or Scala); comfort generating infrastructure-as-code (e.g. CloudFormation). * Designing, implementing, and maintaining end-to-end data architectures for Big Data, Data Warehousing, and AI on MPP-based platforms. * Managing multiple, frequently changing priorities across multiple teams. The role requires up to 40% travel across EMEA — to customer and AWS partner sites, AWS EMEA offices, and the key partnership moments of the year (AWS Summits across EMEA, DAIS, Re:Invent). About Databricks Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook. Benefits At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here. 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. Compliance If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.

Datadog

The Team: We are Datadog's in-house product experts. The technical solutions team enables Datadog's worldwide growth by educating potential clients and ensuring that existing customers are happy and successful. We share our technical and product expertise with customers through demos, presentations, technical evaluations, and ongoing support. Technical solutions is a growing global team that collaborates constantly to share knowledge and continuously advance our technical skillset.   The Opportunity: The Partner Solution Architect (PSA) is a Datadog expert who will work closely with Datadog’s Director, Adoption Services, and is aligned to our Channels & Alliances business segment. The PSA is responsible for supporting a variety of technical initiatives and activities for our partners (for example: cloud migration, application modernization, DevOps transformation). They are accountable for the outcome of these initiatives, and frequently collaborate with both Datadog and Partner resources to drive success. The PSA is a trusted technical advisor for our Partner channel.   You Will: * Ensure the successful onboarding, training, enablement, and certification of partner technical resources; * Participate in periodic joint business planning and review sessions to ensure direct alignment between Datadog and Partner technical teams; * Collaborate internally to support Partner technical initiatives such as end-customer demonstrations and proofs of value; partner team enablement workshops; assessment, advice, and coaching on lead practices; * Advocate on behalf of Partners’ technical concerns (use cases, feature requests, support issues, e.g.) with Datadog internal teams and personnel, helping to bring those concerns to resolution; * Analyze and understand Partner service offerings on a regular basis and provide recommendations to enhance the value of those services through greater or improved adoption of Datadog features and capabilities; * Collaborate with Datadog’s product management, engineering and technical services teams to help identify and prioritize new features and capabilities; * Continuously help curate and evolve lead/best practices for Datadog platform adoption and success.   You Are: * Possess a solid technical grounding with hands-on experience of IT Development and/or Operations; * A demonstrable track-record and never-ending passion for learning; * A self-starter, tech-savvy professional with solid business acumen; ability to articulate Datadog value from server room to boardroom; * Confident presentation skills; * Must be a current EU resident * Desired hands-on experience in two or more of the following areas: * Observability: Datadog, Splunk, AppD, New Relic or Dynatrace * Public Cloud: AWS, Azure, GCP, or Alibaba * Containerization: Docker, Kubernetes, OpenShift, Cloud Foundry * Dev/Scripting: Python, Javascript, Ruby, Perl, PHP, Go * Config Mgmt: Terraform, Ansible, Puppet, Chef * CI / CD: Jenkins, Gitlab   Bonus Points: * Previous experience working in a technical role for or supporting channel partners (Systems Integrators, Managed Services Providers, e.g.); * Previous experience using Datadog and/or other cloud monitoring tools (APM, Infrastructure, Logs, Synthetics, NPM); * Previous experience with root-cause-analysis, troubleshooting, debugging   Why You Should Apply:  * Generous and competitive global and US benefits * New hire stock equity (RSUs) and employee stock purchase plan * Continuous career development and pathing opportunities  * Product training to develop an in-depth understanding of our product and space * Best in breed onboarding * Internal mentor and buddy program cross-departmentally * Friendly and inclusive workplace culture   About Datadog: Datadog is the monitoring and security platform for cloud applications. Our SaaS product is used by organizations of all sizes across a wide range of industries to enable digital transformation, cloud migration, and infrastructure monitoring of our customers’ entire technology stack, allowing for seamless collaboration and problem-solving among Dev, Ops and Security teams globally. Given the resilience of cloud technologies and importance placed today in digital operations and agility, Datadog continues to innovate and is well positioned for the long term. ---------------------------------------------------------------------------------------------------------------------------------- About Datadog:  Datadog is the leading observability and security platform for the AI era, providing businesses with unified visibility across the technology stack to manage complexity at scale. It brings applications, infrastructure, data, models, and security into one place, using AI to detect and resolve issues before they impact customers. Trusted globally by Fortune 500 companies and high-growth AI leaders, Datadog enables businesses to move faster with clarity and confidence. Learn more about #DatadogLife on Instagram, LinkedIn, and Datadog Learning Center. ---------------------------------------------------------------------------------------------------------------------------------- Equal Opportunity at Datadog: Datadog is proud to offer equal employment opportunity to everyone regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity, veteran status, and other characteristics protected by law. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. Here are our Candidate Legal Notices for your reference.  Datadog endeavors to make our Careers Page accessible to all users. If you would like to contact us regarding the accessibility of our website or need assistance completing the application process, please complete this form. This form is for accommodation requests only and cannot be used to inquire about the status of applications.  Privacy and AI Guidelines: Any information you submit to Datadog as part of your application will be processed in accordance with Datadog’s Applicant and Candidate Privacy Notice. For information on our AI policy, please visit Interviewing at Datadog AI Guidelines.

Okta

Secure Every Identity, from AI to Human Identity is the key to unlocking the potential of AI. Okta secures AI by building the trusted, neutral infrastructure that enables organizations to safely embrace this new era. This work requires a relentless drive to solve complex challenges with real-world stakes. We are looking for builders and owners who operate with speed and urgency and execute with excellence. This is an opportunity to do career-defining work. We're all in on this mission. If you are too, let's talk. ARE YOU READY TO REDEFINE THE FUTURE OF DIGITAL IDENTITY IN THE AI ERA? Okta’s UKI Strategic Account Executive Sales Team is hiring! Our Strategic Account Executives (SAE) are the visionary leaders who orchestrate and drive sales engagements for our most critical and prestigious UKI customers. In an era where Artificial Intelligence is transforming how enterprises operate, identity has become the new security perimeter. As an SAE, you won't just be selling software—you will act as a trusted, long-term advisor helping the C-suite safely navigate the AI revolution. You will build first-class Account Plans that map directly to your customers' overarching business strategies, digital transformation initiatives, and AI adoption plans. By championing value-based selling, you will translate complex technical capabilities into undeniable business outcomes, showing how secure identity is the ultimate enabler of modern enterprise innovation and ROI. You will collaboratively plan and orchestrate the execution of aligned account strategies, ensuring robust opportunity generation, deep relationship alignment, and flawless account governance. Expect to lead from the front: presenting Okta’s transformational proposals, negotiating high-stakes terms, and bringing down complex, multi-layered, seven-figure deals that deliver massive win-win scenarios for both the customer and Okta. Beyond managing existing relationships, you will hunt for new business leads that fit our ideal client profile, uncovering uncharted territory in the market. You will align closely with our Global partners to build sustainable strategic engagements, and leverage cutting-edge Account-Based Marketing to ensure Okta's investment continuously aligns with customer growth. We are seeking a passionate, strategic, and hyper-focused professional to drive massive new revenue growth across Fortune 500 accounts. As an individual contributor, you will play a vital, high-visibility role in driving a significant share of revenue for Okta, helping the world's most prominent enterprises transition securely into a smarter, AI-driven future. We provide our reps with an environment where they can make incredibly valuable contributions from day one, while also building endless opportunities for learning and career growth. The work you do here will directly impact the security, trust, and digital experience of the world's largest organizations. AS AN OKTA STRATEGIC ACCOUNT EXECUTIVE, YOU WILL: * Establish a Vision: Create and execute a master plan to guide your long-term, strategic approach to the premier accounts assigned in your Territory. * Master Value Selling: Deeply understand your clients' business goals and tie Okta's solutions directly to their strategic imperatives, continuously selling on business value and ROI rather than just features. * Orchestrate Complex Deals: Navigate and close highly complex, multi-stakeholder, seven-figure deals, bringing together cross-functional teams to deliver transformational outcomes. * Enable Secure AI Transformation: Partner with clients to position identity as the critical foundation for their AI initiatives, ensuring they can safely deploy AI agents, automate workflows, and manage machine-to-machine identities without compromising security. * Expand & Deepen: Land, adopt, expand, and entrench sales opportunities within Fortune 500 accounts across your region. * Navigate the Org Chart: Explore the full spectrum of relationships and business possibilities across the client’s entire organizational structure, from technical buyers to the CIO, CISO, and Board of Directors. * Be a Thought Leader: Become the definitive authority on Okta’s platform, the vertical in which you are aligned, and the evolving security requirements of the modern, AI-first enterprise. * Leverage the Ecosystem: Holistically embrace, access, and utilize our channel and alliance partners to identify and crack open new, uncharted opportunities. * Collaborate to Win: Work as a unified team for the most efficient deployment of resources, providing timely and insightful input back to other corporate functions. * Champion the Platform: Represent Okta to prospective clients at executive sales presentations, site visits, and high-impact product demonstrations. * Build Partnerships: Cultivate highly effective working partnerships with your Okta colleagues globally (channel partners, sales engineering, business value management, customer first, etc.) with both humility and relentless enthusiasm. YOU COULD BE A GREAT FIT FOR THIS ROLE IF YOU HAVE: * Proven Experience: A highly consistent track record in strategic field sales, specifically developing new logos and selling enterprise cloud software to Fortune 500 companies. * Complex Deal Expertise: A proven track record of successfully navigating, negotiating, and closing highly complex, six-to-seven-figure software cloud deals with prospects and customers in the defined territory. * Value-Selling Mastery: Deep experience with target account selling, solution selling, and consultative sales techniques that focus on business value. (Knowledge of MEDDIC, Challenger methodologies, or similar frameworks is a massive plus!) * Forward-Looking Tech IQ: A solid understanding of how modern technologies, automation, and AI are reshaping enterprise security, data access, and cloud architectures. * Ecosystem Leverage: Previous success utilizing partners, channels, and alliances to sell more effectively and obliterate your quota. * Domain Knowledge: Experience selling complex cloud solutions in areas like enterprise Cloud/SaaS software, identity/security, infrastructure management, application development, or modern data platforms. * Market Creation Skills: A measurable track record in new business development and over-achieving sales targets, especially in high-growth, fast-changing environments or during market creation phases. * Executive Presence: Deep experience engaging with the “C” suite, possessing strong executive presence, immense polish, and world-class listening skills. Apply now to continue the conversation and speak with one of our recruiters about doing the best work of your career. Okta is an Equal Opportunity Employer. #LI-LW1 #LI-Hybrid P-2782_3465880 Below is the annual On Target Compensation (OTE) range for candidates located in the United Kingdom. Your actual OTE, which is inclusive of base salary and incentive compensation, will depend on factors such as your skills, qualifications, experience, and work location. In addition, Okta offers equity (where applicable) and comprehensive healthcare coverage and financial benefits including paid time off and parental leave in accordance with our applicable plans and policies. To learn more about our Total Rewards program please visit: https://rewards.okta.com/gbr. The OTE range for this position for candidates located in the United Kingdom is between: £193,000—£265,000 GBP The Okta Experience * Supporting Your Well-Being  * Driving Social Impact  * Developing Talent and Fostering Connection + Community We are intentional about connection. Our global community, spanning over 20 offices worldwide, is united by a drive to innovate. Your journey begins with an immersive, in-person onboarding experience designed to accelerate your impact and connect you to our mission and team from day one. Okta is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, ancestry, marital status, age, physical or mental disability, or status as a protected veteran. We also consider for employment qualified applicants with arrest and convictions records, consistent with applicable laws. If reasonable accommodation is needed to complete any part of the job application, interview process, or onboarding please use this Form to request an accommodation. Notice for New York City Applicants & Employees: Okta may use Automated Employment Decision Tools (AEDT), as defined by New York City Local Law 144, that use artificial intelligence, machine learning, or other automated processes to assist in our recruitment and hiring process. In accordance with NYC Local Law 144, if you are an applicant or employee residing in New York City, please click here to view our full NYC AEDT Notice.