Sr. Lead, Partner Management

Databricks

SLSQ227R839 THE TEAM The Partner Development Center (PDC) develops Databricks' C&SI partner ecosystem at scale. We accelerate the growth of Rising 100 and active Bronze partners through structured, high-touch engagement, while driving systematic activation of Bronze partners through AI-powered automation. Rising 100 partners receive business plan-led, white-glove engagement: structured development plans, biweekly cadence, and accountability to measurable GTM milestones. Active Bronze partners are engaged through cohort-based programs designed to build the next generation of high-performing Databricks partners. THE ROLE This India-based Sr. Alliance Manager is the dedicated PDC resource for EMEA and APJ. You will manage approximately 50 Rising 100 C&SI partners across both regions, with additional accountability for Bronze-tier cohort activation. You will own the full partner development lifecycle: joint business plan design and coaching, Bronze-to-Silver progression mechanics, and co-sell coordination with field sales. Daily work involves AEs, Solution Architects, Partner Marketing, Enablement, Legal, and Ops across multiple time zones. This role reflects Databricks' deepening investment in India. As we expand COE partnerships with leading global SIs, this hire is the face of that investment for our EMEA and APJ partner ecosystem. WHAT YOU'LL DO Rising 100 White-Glove Engagement * Build and manage Joint Business Plans (JBPs) with ~50 Rising 100 SI partners: quarterly KPI setting, milestone tracking, and biweekly coaching cadences. * Drive partners against Rising 100 health metrics: sourced MRR trajectory, certification milestones, 90-day pipeline activity, and Partner Value Score (PVS) lift. * Own the opt-in commitment model: partner selection, goal-setting, and entry/exit criteria enforcement within your regional cohort. * Act as the regional escalation point for Rising 100 partners. Track where each partner stands against their next milestone before they ask. Bronze Scale Motion and Cohort Activation * Design and run cohort-based engagement programs for Bronze-tier partners pursuing Silver. Use regional data signals to sequence and prioritize outreach. * Drive partner adoption of milestone-based onboarding: Learning Path completion, Sales Badge attainment, deal registration, and first high-intent lead. * Leverage Salesforce, Outreach, and partner portals to manage engagement at scale. Human touchpoints are allocated based on partner readiness and commercial potential. PDC Operations and Cross-Functional Coordination * Own PDC Office Hours and regional partners@ alias management for EMEA/APJ. * Coordinate co-sell opportunities with field AEs, driving partner-sourced and partner-influenced pipeline with local country sales and alliance leaders. * Work with Ops and Enablement to identify and remove onboarding friction for India-based development center partners navigating Brickbuilder, certification tracks, and deal registration workflows. * Bring the voice of the EMEA/APJ partner ecosystem into PDC program design. Distinguish systemic issues from coaching gaps. WHAT WE LOOK FOR Non-Negotiable * 8+ years in Partner Sales or Partner Management at a top-tier or high-growth enterprise tech company, with direct, external, partner-facing responsibility. * Demonstrated track record designing partner engagement programs: KPI setting, cohort design, tier progression mechanics, and accountability to business outcomes. * Cloud ecosystem fluency: working experience with at least one hyperscaler partner program (AWS, Azure, or GCP), including tier mechanics, certification tracks, deal registration, and co-sell motions. * Measurable partner outcomes on record: sourced pipeline, certification attainment, tier progression, or equivalent program KPIs. * Ability to operate autonomously across global time zones with no local PDC team. Strongly Preferred * Direct Databricks ecosystem exposure: Brickbuilder program, Partner Value Score (PVS), Bronze/Silver tier requirements, or Databricks Academy certification tracks. * Experience managing segmented partner populations using data signals to sequence and prioritize outreach across a large cohort. * India-based SI/consulting ecosystem familiarity: how GSIs like TCS, Infosys, Wipro, Persistent, or Nagarro structure their delivery practices, certification investments, and hyperscaler alliance programs. * Proficiency with Salesforce, Outreach, partner portals, and BI or analytics tools (Power BI, Tableau, or equivalent). * Experience facilitating virtual enablement sessions: office hours, 1:few partner workshops, webinars. The Person * Commercial orientation: you read business plans and ask what is actually driving the number. You know when a partnership is performing and when it is coasting. * Connector: you know which conversation to have and who needs to be in the room. You bring field AEs, partner leadership, and Databricks product teams to the same table when it matters. * Truth-seeker: you go to the source. When data and anecdote conflict, you ask why. You surface what is systemic versus what is fixable through coaching. * Partner experience: you think about what this program feels like from the partner's side. Friction in onboarding, slow follow-up, and vague milestone criteria are not small things. * Autonomous operator: you identify what needs to happen, align the right stakeholders, and move. You follow up before being asked. WHAT SUCCESS LOOKS LIKE IN THE FIRST 90 DAYS * Joint Business Plans reviewed and refreshed for all active Rising 100 EMEA/APJ partners. * Regional partner scorecard established: PVS baseline, sourced MRR pipeline, certification count, and deal registration volume per cohort. * Bronze cohort engagement sequence designed and piloted for at least one EMEA segment. * Key cross-functional relationships established with regional field AEs/SAs, local country alliance leaders (including EMEA Alliance team), and Partner Marketing. * PDC Office Hours running on a cadenced schedule for EMEA/APJ time zones. 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.

Parloa

ABOUT PARLOA Parloa’s mission is to make every customer conversation feel effortless for both customers and the companies serving them. As agentic AI accelerates, Parloans are shaping the foundation of a new era in customer experience — one where customer support is no longer transactions, but meaningful exchanges. It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like Booking.com, Allianz, SAP, BarmeniaGothaer and TUI already deploying Parloa at scale.   ABOUT THE ROLE: As a Sr Partner Delivery Success Manager at Parloa, you will own and scale strategic relationships with our global SI, consulting, and implementation partners, ensuring they are equipped to successfully deliver transformative AI and customer experience solutions for enterprise customers. This is a highly cross-functional role sitting at the intersection of partnerships, enterprise delivery, and AI transformation. You will act as the strategic advisor and operational lead for a portfolio of partners, helping them build scalable Parloa practices, drive successful customer outcomes, and expand their long-term impact within the Parloa ecosystem. You will work closely with Partner Managers, Account Executives, Solution Engineers, Customer Success, Professional Services, and Product teams while engaging directly with partner executives, delivery leaders, architects, and project teams. This is your opportunity to shape how enterprise partners adopt, scale, and operationalize agentic AI solutions while helping define and mature Partner Success at one of the fastest-growing AI companies in the world.   AREAS OF OWNERSHIP: * Own a portfolio of strategic Parloa partners, driving both partner maturity and successful customer delivery outcomes * Build trusted relationships with partner executives, practice leads, delivery managers, architects, and customer stakeholders * Act as a strategic advisor to partners on building and scaling their Parloa services practice, including delivery methodologies, organizational structure, certifications, and go-to-market motions * Guide partners through complex enterprise AI and CX transformation programs, ensuring high-quality execution and measurable business impact * Partner with Account Executives and Partner Managers to support strategic deals, validate delivery approaches, and align implementation strategies * Monitor partner-led customer implementations, proactively identifying risks, managing escalations, and driving successful project outcomes * Drive operational rigor across partner engagements, including governance structures, success metrics, delivery reviews, and executive business reviews * Ensure close alignment between partners and internal Parloa teams including Customer Success, Professional Services, Product, and Solution Engineering * Advocate for partners internally while maintaining accountability around delivery quality, certifications, customer outcomes, and operational standards * Identify opportunities to expand successful partner initiatives across regions, business units, and enterprise accounts * Support the evolution of Parloa’s Partner Success function by helping define scalable programs, processes, playbooks, and operational frameworks * Stay current on Parloa’s platform capabilities, AI innovation, and enterprise CX transformation trends to guide partners effectively * Represent Parloa’s leadership in agentic AI and enterprise customer experience transformation during partner and customer engagements   WHAT SUCCESS LOOKS LIKE * You build trusted, strategic relationships with partner executives and delivery leaders, helping them successfully scale their Parloa practice and deliver measurable customer impact * Partner-led enterprise implementations consistently launch successfully, with strong delivery quality, proactive risk management, and clear alignment across customers, partners, and internal teams * You operate as the central point of coordination across Sales, Customer Success, Professional Services, and partners, driving accountability, operational clarity, and long-term value realization * You identify and unlock growth opportunities by helping partners expand successful AI and CX initiatives across additional business units, regions, and enterprise use cases   WHO YOU ARE: * You bring 6+ years of experience in enterprise SaaS, consulting, partner management, customer success, professional services, or strategic delivery roles * You have experience working with or alongside global systems integrators, consulting firms, implementation partners, or enterprise delivery organizations * You have a proven track record of managing complex enterprise engagements and driving measurable customer outcomes through partners * You have a strong background in Professional Services, Partner Success, enterprise consulting, or customer delivery organizations * You understand enterprise delivery models, implementation methodologies (SAFe Agile, waterfall, etc.), project governance, and services organizations * You are comfortable navigating highly cross-functional environments and aligning internal and external stakeholders around shared goals * You have strong executive presence and can confidently communicate with partner leadership, customer executives, and technical teams alike * You bring operational rigor, strong ownership, and attention to detail while thriving in fast-moving, ambiguous environments * You are highly collaborative and proactive, with the ability to influence without direct authority * You are comfortable balancing strategic relationship management with hands-on execution and operational problem solving * You have strong communication and presentation skills, including the ability to lead executive reviews and facilitate complex discussions * You have exposure to AI, cloud, automation, data platforms, or enterprise technology ecosystems, and can connect technical capabilities to measurable business impact * You understand AI, automation, enterprise software, or customer experience technologies and can translate technical concepts into strategic business value NICE TO HAVE: * Experience working with conversational AI, CCaaS, enterprise automation, or customer experience platforms * Experience supporting multi-region enterprise accounts and global delivery programs * Familiarity with partner ecosystem models including sourced, influenced, and co-delivery motions * Experience building or scaling partner programs, enablement frameworks, or delivery methodologies   OUR RECRUITING PROCESS: Talent Acquisition → Hiring Manager → Technical Case Study & Stakeholder Interview(s) → Bar Raiser   WHY PARLOA? We’re at the beginning of a new era in customer experience, one where AI doesn’t just respond, but understands, reasons, and takes action. We’re building agentic AI that enterprises trust with their most important customer moments: complex questions, high volumes, real stakes. When millions of people reach out to a brand, those interactions aren’t just support tickets; they’re defining experiences. We’re here to raise the standard: making every conversation seamless, intelligent, and genuinely helpful. If you care about shaping how businesses and customers connect at scale and want your work to matter in real, everyday moments, this is where you do it. At Parloa, ownership isn’t a buzzword; it means being accountable for outcomes, not just tasks. We operate in a category that’s evolving fast, where the bar is high, and the problems are complex. We hire people who think in solutions, communicate with clarity, and follow through. People who are comfortable making decisions, taking responsibility, and raising the standard for themselves and those around them. We’ve grown beyond the earliest startup phase, but we’ve kept the intensity: fast execution, direct feedback, and a strong expectation to contribute meaningfully from day one. Backed by leading global investors like General Catalyst, EQT Ventures, and Altimeter Capital, we’re scaling with a clear ambition: to become the global category leader in enterprise-grade conversational AI.   Compensation for this role is structured as On-Target Earnings (OTE), consisting of a base salary and performance-based variable component, in addition to an equity package. Salary Range $120,000—$150,000 USD   ---------------------------------------------------------------------------------------------------------------------------------- Parloa is committed to upholding the highest data protection standards for our clients' and employees' data. All our employees are instrumental in ensuring the utmost care, GDPR, and ISO compliance, including ISO 27001, in handling sensitive information. Parloa is an e-verify employer in the USA. Please click here to learn more. * We provide equal opportunities to all qualified applicants regardless race, gender, sexual orientation, age, religion, national origin, disability status, socioeconomic background and other characteristics.

Parloa

ABOUT PARLOA Parloa’s mission is to make every customer conversation feel effortless for both customers and the companies serving them. As agentic AI accelerates, Parloans are shaping the foundation of a new era in customer experience, one where customer support is no longer transactions, but meaningful exchanges. It is not just a vision; Parloa has powered over ONE BILLION interactions between global enterprise brands and their customers, with companies like Booking.com, Allianz, SAP, BarmeniaGothaer and TUI already deploying Parloa at scale. ABOUT THE ROLE: As a Sr Partner Delivery Success Manager at Parloa, you will own and scale strategic relationships with our global SI, consulting, and implementation partners, ensuring they are equipped to successfully deliver transformative AI and customer experience solutions for enterprise customers.This is a highly cross-functional role sitting at the intersection of partnerships, enterprise delivery, and AI transformation. You will act as the strategic advisor and operational lead for a portfolio of partners, helping them build scalable Parloa practices, drive successful customer outcomes, and expand their long-term impact within the Parloa ecosystem. You will work closely with Partner Managers, Account Executives, Solution Engineers, Customer Success, Professional Services, and Product teams while engaging directly with partner executives, delivery leaders, architects, and project teams. This is your opportunity to shape how enterprise partners adopt, scale, and operationalize agentic AI solutions while helping define and mature Partner Success at one of the fastest-growing AI companies in the world. AREAS OF OWNERSHIP: * Own a portfolio of strategic Parloa partners, driving both partner maturity and successful customer delivery outcomes * Build trusted relationships with partner executives, practice leads, delivery managers, architects, and customer stakeholders * Act as a strategic advisor to partners on building and scaling their Parloa services practice, including delivery methodologies, organizational structure, certifications, and go-to-market motions * Guide partners through complex enterprise AI and CX transformation programs, ensuring high-quality execution and measurable business impact * Partner with Account Executives and Partner Managers to support strategic deals, validate delivery approaches, and align implementation strategies * Monitor partner-led customer implementations, proactively identifying risks, managing escalations, and driving successful project outcomes * Drive operational rigor across partner engagements, including governance structures, success metrics, delivery reviews, and executive business reviews * Ensure close alignment between partners and internal Parloa teams including Customer Success, Professional Services, Product, and Solution Engineering * Advocate for partners internally while maintaining accountability around delivery quality, certifications, customer outcomes, and operational standards * Identify opportunities to expand successful partner initiatives across regions, business units, and enterprise accounts * Support the evolution of Parloa’s Partner Success function by helping define scalable programs, processes, playbooks, and operational frameworks * Stay current on Parloa’s platform capabilities, AI innovation, and enterprise CX transformation trends to guide partners effectively * Represent Parloa’s leadership in agentic AI and enterprise customer experience transformation during partner and customer engagements WHAT SUCCESS LOOKS LIKE * You build trusted, strategic relationships with partner executives and delivery leaders, helping them successfully scale their Parloa practice and deliver measurable customer impact * Partner-led enterprise implementations consistently launch successfully, with strong delivery quality, proactive risk management, and clear alignment across customers, partners, and internal teams * You operate as the central point of coordination across Sales, Customer Success, Professional Services, and partners, driving accountability, operational clarity, and long-term value realization * You identify and unlock growth opportunities by helping partners expand successful AI and CX initiatives across additional business units, regions, and enterprise use cases WHO YOU ARE: * You bring 6+ years of experience in enterprise SaaS, consulting, partner management, customer success, or professional services roles * You have experience working with global systems integrators, consulting firms, or implementation partners, with a proven track record of driving measurable customer outcomes through partners * You understand enterprise delivery models, implementation methodologies (SAFe Agile, waterfall, etc.), project governance, and services organizations * You have strong executive presence and can confidently communicate with partner leadership, customer executives, and technical teams, including leading executive reviews and facilitating complex discussions * You are comfortable navigating cross-functional environments, influencing without direct authority, and aligning internal and external stakeholders around shared goals * You bring operational rigor, strong ownership, and attention to detail while balancing strategic relationship management with hands-on execution in fast-moving, ambiguous environments * You have exposure to AI, automation, cloud, or enterprise technology ecosystems and can translate technical capabilities into measurable business value * Fluency in German is required NICE TO HAVE: * Experience working with conversational AI, CCaaS, enterprise automation, or customer experience platforms * Experience supporting multi-region enterprise accounts and global delivery programs * Familiarity with partner ecosystem models including sourced, influenced, and co-delivery motions * Experience building or scaling partner programs, enablement frameworks, or delivery methodologies OUR RECRUITING PROCESS: Talent Acquisition → Hiring Manager → Technical Case Study & Stakeholder Interview(s) → Bar Raiser   ---------------------------------------------------------------------------------------------------------------------------------- Parloa is committed to upholding the highest data protection standards for our clients' and employees' data. All our employees are instrumental in ensuring the utmost care, GDPR, and ISO compliance, including ISO 27001, in handling sensitive information. Parloa is an e-verify employer in the USA. Please click here to learn more. * We provide equal opportunities to all qualified applicants regardless race, gender, sexual orientation, age, religion, national origin, disability status, socioeconomic background and other characteristics.