Ecosystem Sales Associate

SLSQ426R417

Databricks is THE Data and AI company. Our mission is to accelerate innovation for our customers by enabling them to have all of their data and perform all their data-related activities on a Single Open Collaborative lakehouse platform.

As a C&SI Ecosystem Sales Associate (ESA) at Databricks you will drive partner-sourced opportunities and align partners with Databricks sales to boost revenue. Youll also contribute to the partner territory plan and develop scalable campaigns to drive net new revenue. This role involves creating growth strategies assisting Account Executives qualifying partner opportunities and building relationships with SI ISV and Cloud Partner teams. You will report to the Americas C&SI Partner Sales MFG Leader.

This role requires a strategic results-driven mindset as you will be responsible for Salesforce updates and pipeline contribution. You will work closely with Account Executives (AEs) partner managers marketing and sales teams to enable partners ensure deal registration compliance and optimize the partner sales process.

The Impact Youll Have

• Execute Scaled Program: Work with our ecosystem & field to drive new logo adoption and existing customer expansion programs.
• Pipeline Contribution: Facilitate partner updates to approved use cases (both new and existing) to ensure accurate tracking of partner-influenced deals.
• Lead & Pipeline Creation: Oversee and manage partner deal registrations ensuring compliance with SLA guidelines.
• Lead Qualification: Collaborate with AEs and sales teams to align on scaled campaigns that drive lead qualification and ensure deal progression.
• Data-Driven Insights: Track and analyze partner-sourced opportunities to measure impact and optimize partner-driven sales motions.

Key Responsibilities:

• Lead & Pipeline Management: Oversee and manage partner deal registrations ensuring compliance with Service Level Agreement (SLA) guidelines and develop processes to streamline deal registration and tracking.
• Pipeline Contribution: Facilitate partner tagging to approved use cases for both new and existing opportunities ensuring accurate tracking of partner-influenced deals to provide visibility into partner-driven sales performance.
• Lead Qualification: Collaborate with Account Executives (AEs) and sales teams to align on lead qualification criteria and work closely with them to ensure deal progression and conversion of qualified leads.
• Data-Driven Insights: Track and analyze partner-sourced opportunities to measure their impact on sales providing actionable insights to optimize partner-driven sales motions and improve overall sales strategy.
• Process Optimization: Continuously evaluate and refine processes related to partner sales operations to enhance efficiency and effectiveness implementing best practices to improve collaboration between sales teams and partners.
• Reporting and Communication: Prepare and present regular reports on partner sales performance and pipeline health to stakeholders communicating insights and recommendations to senior leadership and other relevant teams to inform strategic decisions.
• Stakeholder Management: Build strong relationships with internal stakeholders including sales teams marketing teams and external partners fostering a collaborative environment that supports mutual goals and objectives.
• Technology and Tools Management: Utilize CRM and other sales tools to manage partner data track deal progress and analyze sales performance staying updated on the latest technologies and tools that can enhance partner sales operations efficiency.

What we Look for:

• Experience: 3-5 years of experience in sales business development partner management or pipeline operations.
• Strong Technical Aptitude: Understands the SaaS/Cloud/Partner ecosystem and has familiarity with technology partner programs.
• Excellent Organization/ Time management: Is highly organized and process-driven with strong attention to detail for managing deal registrations and sales pipeline.
• High Level Adaptability: Thrives in a fast-paced environment with the ability to adapt quickly to changing business needs.
• Customer and Partner Obsessed: Is customer-obsessed with a passion for Data & AI and a desire to help partners succeed.
• Relationship Oriented: Committed to fostering and maintaining long-term relationships with strategic business partners through strategy-building and effective communication.
• Strategic Collaboration: Demonstrate exceptional ability to collaborate across cross-functional teams fostering alignment and driving business outcomes through effective communication and strategic planning
• Proactive Business Ownership: Proactively own business outcomes by anticipating challenges identifying opportunities and driving strategic initiatives to enhance efficiency and drive revenue/ increase consumption.
• Strong written and verbal communication skills: Proven ability to convey complex ideas clearly and concisely to diverse audiences including stakeholders at all organizational levels. Adept at leading discussions facilitating meetings and collaborating across teams to drive alignment and action.
• Strong problem-solving skills: Demonstrated ability to analyze complex challenges and experience in applying critical thinking and strategic analysis to overcome obstacles and achieve desired outcomes.

Required Experience:

IC