Overview In this Channel Sales role, you will activate the Databricks ecosystem to create market awareness, uncover opportunities, and generate qualified pipeline for Deloitte. You'll collaborate with Sales Executives, account teams, Databricks stakeholders, and Marketing to translate relationships and market insight into growth opportunities. You'll map and engage key Databricks contacts, drive joint go-to-market plans, and support pipeline creation through demand-generation efforts. This role offers visibility across a dynamic ecosystem and a chance to shape partnership-driven growth.
Responsibilities- Build and maintain a strategic Databricks relationship map across sales and client stakeholders
- Identify gaps and engagement opportunities to increase Deloitte's visibility within the Databricks ecosystem
- Partner with Sales Executives and account teams to target accounts and activate joint go-to-market opportunities
- Frame joint calls and share best practices to stimulate opportunity creation
- Facilitate account planning, relationship-mapping sessions, and pipeline reviews with Databricks and Deloitte stakeholders
- Create repeatable engagement approaches using Databricks relationships and insights to open doors for early-stage opportunities
- Plan and execute joint demand-generation activities with marketing (events, workshops, webinars, campaigns)
- Convert marketing activity and partner interactions into qualified opportunities with clear ownership and disciplined pipeline tracking
- Capture and share leading practices and market signals to improve opportunity creation across the territory
- Provide data-driven recommendations on where to focus relationship-building and marketing investment to maximize pipeline
Key requirements- 5+ years in channel sales, alliance management, business development, partner marketing, or related go-to-market roles
- Experience navigating complex, matrixed organizations and coordinating cross-functional sales/marketing activity
- Proven success in developing partner relationships and generating pipeline via joint GTM
- Experience with pipeline management, CRM reporting, and demand-generation measurement
- Willingness to travel up to 50%
- Legal authorization to work in the United States without sponsorship
- strong relationship-mapping and stakeholder-management
- executive-level communication, presentation, and facilitation
- collaborative and team-oriented with influence without authority
- CRM experience
- knowledge of enterprise software solutions and consulting services
- Databricks ecosystem knowledge (preferred)
