Director/Sr Director of Alliances, Data/AI (Databricks)

Who Are We?

With over 25 years of experience, our global network of passionate technologists and pioneering craftsmen deliver cutting-edge technology and game-changing consulting to companies on the brink of transformation. Since 2001, we have grown from a Java company into a full-service digital consulting company with 4500+ professionals working on a worldwide ambition.

We are organized in complementary chapters – teams with a tremendous amount of knowledge and experience within a particular field, such as Agile, DevOps, Data and AI, Cloud, Software Technology, Functional Programming, Low Code, and Microsoft.

We help the world’s top 250 companies and category leaders overcome digital challenges, embrace innovation, adopt new technology, and implement new business models. In addition to high-quality consulting, we also provide offshoring and nearshoring services.

For more details please visit www.xebia.com

Overview

Xebia is seeking a highly motivated Director / Senior Director, Databricks Alliances to lead and expand our strategic partnership with Databricks across North America. This role will be responsible for developing and executing alliance strategies that drive joint go-to-market initiatives, partner-sourced and partner-influenced revenue, solution development, field engagement, and executive-level relationship management.

The ideal candidate will have extensive experience working within the Databricks ecosystem, a strong understanding of Data, Analytics, AI/ML, and Generative AI services, and a proven track record of building successful partner-driven growth programs in the technology services industry.

Responsibilities

We are looking for an exceptional Alliance Leader with deep expertise in the Databricks ecosystem and Data/AI landscape who can drive strategic partnerships, co-sell opportunities, and joint business growth.

1. Own and grow Xebia's strategic alliance with Databricks across North America.
2. Develop and execute a comprehensive Databricks alliance strategy aligned with revenue, capability, and market expansion objectives.
3. Build and maintain executive-level relationships within Databricks sales, partner, solution architect, and practice leadership teams.
4. Drive partner-sourced, partner-influenced, and co-sell revenue opportunities across existing and new client accounts.
5. Collaborate with Databricks field teams to identify, qualify, and pursue joint customer opportunities.
6. Facilitate joint account planning, pipeline reviews, and territory mapping exercises with Databricks stakeholders.
7. Work closely with Xebia sales, delivery, pre-sales, and marketing teams to accelerate alliance-driven business outcomes.
8. Expand Xebia's presence and visibility within the Databricks partner ecosystem through strategic initiatives and thought leadership.
9. Drive partner enablement programs, certifications, competency development, and solution accelerators around Databricks technologies.
10. Develop joint solutions, offerings, and industry-specific GTM initiatives focused on Data Modernization, Lakehouse, Data Engineering, AI/ML, GenAI, and Agentic AI.
11. Monitor and track alliance KPIs, including sourced pipeline, influenced revenue, certifications, competencies, and partner engagement metrics.
12. Coordinate and execute partner marketing initiatives, including webinars, workshops, conferences, executive roundtables, and customer events.
13. Lead executive business reviews and quarterly planning sessions with Databricks leadership teams.
14. Maintain strong visibility into Databricks partner programs, incentives, funding mechanisms, and market strategies.
15. Drive strategic collaboration with hyperscaler partners including AWS, Microsoft Azure, and Google Cloud where aligned with Databricks initiatives.
16. Create and maintain accurate pipeline forecasts and reporting related to alliance-generated opportunities.
17. Serve as the primary internal advocate for the Databricks partnership across sales, delivery, marketing, and leadership functions.
18. Continuously identify opportunities to increase partnership maturity, market share, and joint customer success.

Qualifications

1. 12+ years of experience in technology services, consulting, alliances, business development, or partner management.
2. 5+ years of experience in managing strategic technology partnerships within Cloud, Data, Analytics, or AI ecosystems.
3. 3+ years of direct experience working within the Databricks partner ecosystem.
4. Strong understanding of Databricks platform capabilities, including Lakehouse Architecture, Data Engineering, Data Science, Machine Learning, AI/GenAI, and Data Governance.
5. Proven experience driving partner-sourced and partner-influenced revenue growth.
6. Demonstrated success in building executive relationships with technology partners and driving measurable business outcomes.
7. Experience collaborating with partner sales teams and participating in joint go-to-market motions.
8. Strong knowledge of cloud ecosystems including AWS, Microsoft Azure, and Google Cloud.
9. Experience leading alliance reviews, partner business planning, and ecosystem expansion programs.
10. Exceptional stakeholder management and relationship-building skills.
11. Ability to influence and operate effectively within a highly matrixed global organization.
12. Strong understanding of enterprise data modernization, AI transformation, and cloud migration initiatives.
13. Experience coordinating cross-functional teams across sales, delivery, marketing, and partner organizations.
14. Excellent communication, presentation, and executive engagement skills.
15. Highly organized, self-driven, and capable of managing multiple strategic initiatives simultaneously.
16. Proven ability to work effectively in a fast-paced and geographically distributed environment.
17. Strong leadership presence with the ability to engage stakeholders at all levels, including C-suite executives.
18. Bachelor's degree required; Master's degree preferred.

Benefits

• Medical, Dental and Vision Insurance (Subsidized)
• Health Savings Account
• Flexible Spending Accounts (Healthcare and Dependent Care)
• Short-Term and Long-Term Disability
• Life and AD&D Insurance
• Assistance Program
• Unlimited access to LinkedIn learning solutions
• Matched 401(k) Retirement Savings Plan
• Paid Time Off

While the talent scarcity within IT is at an all-time high and still growing, Xebia sticks to the mission of “aiming for thought leadership”, thus working with the best professionals in the market.

At Xebia, you will get the chance to work with passionate professionals within their field of expertise. We offer more than just a job, we offer a career. We are looking forward to working with you!

Xebia is committed to creating an inclusive and diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, gender, gender identity or expression, sexual orientation, national origin, genetics, disability, age, or veteran status.

Xebia is committed to providing equal opportunity and reasonable accommodations to employees with disabilities. Xebia complies with the Americans with Disabilities Act and all other applicable federal, state, and local laws regarding disability discrimination and accommodation. Interested Candidates may reach out to [email protected] for any assistance needed.

Please feel free to share your preferred pronouns with us during the application process.

All persons hired will be required to verify identity and eligibility to work in North America, and to complete any required employment eligibility forms.