Sr. Alliance Director, AI GTM

Remote – California and Washington. Job Req: SLSQ427R270.

Overview
The Cloud & AI Partnerships team is responsible for establishing durable long‑term alliances with the worlds most important technology companies in the Data & AI ecosystem. We are looking for a Sr. Alliance Director, AI GTM to facilitate Go‑To‑Market strategies with our strategic AI partnerships — including Anthropic, OpenAI, and Google Gemini. This role requires a rare combination of GTM fluency and Generative AI domain expertise to build targeted programmatic GTM motions that create and convert pipeline across our global field organizations.

Responsibilities

Serve as the primary point‑of‑contact for senior GTM stakeholders at Anthropic, OpenAI, and Google, cultivating trusted, multi‑threaded relationships at each level of the org chart across sales and field engineering.

Build and manage a QBR and Executive Business Review cadence with each AI partner, anchored on shared GTM goals and co‑sell programs.

Develop and maintain partnership co‑sell KPIs and the overarching partner GTM governance framework to provide visibility into the health of programmatic co‑sell motions.

Develop and execute an overarching co‑sell strategy across AI Lab partners, including account segmentation and propensity analysis to identify high‑impact joint opportunities.

Plan and operationalize in‑person and virtual co‑sell programs — including co‑sell days, joint pipeline reviews, and partner‑led field events — to accelerate top‑of‑funnel growth and mid‑funnel conversion.

Deliver regular program performance readouts to global sales and partnership leadership, surfacing insights and recommending course corrections.

Build and manage streamlined partner funding programs designed to accelerate customer adoption of AI solutions.

Collaborate with enablement and commercialization teams within Databricks to drive board awareness and utilization of funding and customer success programs.

Partner with product, engineering, and commercial teams to shape the long‑term AI model integration roadmap and develop compelling “better together” messaging for each AI Lab relationship.

Collaborate with industry GTM teams, ISV and consulting partners, marketing, and corporate development to build joint sales plays, offers, and assets that grow top‑of‑funnel and increase conversion.

Develop and maintain field enablement content to equip internal and external field teams with the knowledge and tools to execute on joint GTM priorities and articulate differentiated “better together” value propositions.

Qualifications

10+ years of experience in business development, strategic partnerships, alliance management, or GTM strategy, with a meaningful portion of that time spent in the Cloud and AI ecosystem.

Proven track record building GTM programs and growing high‑visibility partnerships with major technology companies, ideally cloud hyper‑scalers or frontier model providers.

Deep understanding of Generative AI products, go‑to‑market models, and the competitive AI landscape, including familiarity with the positioning and capabilities of Anthropic, OpenAI, Google, and comparable frontier model providers.

Experience in Generative AI product development, GTM, or alliance roles is strongly preferred.

Analytical rigor: able to build first‑principles business cases, model consumption, and derive data‑driven insights to support partnership investment and program prioritization decisions.

Strong GTM fluency, including familiarity with enterprise co‑sell motions, account segmentation methodologies, pipeline management, and field enablement strategies.

Excellent communication and executive presence—capable of distilling complex multi‑dimensional analyses into clear, compelling narratives for senior internal and external audiences.

Strong cross‑functional leadership, ownership mindset, and bias for action. Comfortable driving deal and program processes autonomously while mobilizing large, matrixed organizations.

MBA or equivalent advanced degree preferred. Bachelors degree in Computer Science, Engineering, or related field, or demonstrated technical aptitude, is a plus.

Benefits
Databricks offers comprehensive benefits and perks that meet the needs of employees across its global workforce.

EEO Statement
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.

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