Director, Ventures Partner Portfolio

About the role

This role focuses on managing and expanding Databricks' strategic partnerships within its Ventures Partner Portfolio. The Director will be responsible for the execution of joint business plans, tracking progress against key metrics like target accounts and consumption milestones. A core part of the role involves accelerating partner-led revenue and pipeline growth by identifying new market opportunities and ensuring partners are technically enabled and certified on Databricks products.

A significant aspect of this position is enforcing governance and ensuring that invested portfolio partners fulfill their contractual and strategic obligations. The Director will act as a key liaison, resolving partner blockers by collaborating with internal teams such such as Product, Engineering, and Sales. This involves synthesizing field feedback to refine portfolio scoring and proactively identifying new partners for strategic investment and hyper-scale growth.

Success in this role requires a blend of strategic planning, operational rigor, and strong leadership. The Director will need to track quarterly performance, ensure compliance, and utilize data to inform predictive scoring models. The ideal candidate will have a proven ability to influence C-level stakeholders, manage partner relationships diplomatically, and align diverse teams toward shared business objectives, ultimately building and scaling a high-performing partner management team.

The expected base salary range for this role is between $143,700 and $197,550 USD, with actual compensation dependent on factors like experience and location.

Skills that matter here

• strategic partnerships: This role requires building, managing, and scaling strategic partnerships, particularly within venture-backed ecosystems or high-growth alliances.
• portfolio management: The Director will manage a portfolio of strategic partners, focusing on measurable business growth and consumption outcomes.
• alliance organizations: A deep understanding of partner lifecycle management, corporate governance, and joint business planning is essential for this position.
• Data, Analytics, AI, and cloud technologies: Domain expertise in these areas is crucial for understanding partner offerings and market opportunities.
• operational rigor: The role demands strong operational skills for tracking performance metrics, compliance, and using field data for predictive modeling.
• executive presence: The Director must be able to influence C-level stakeholders and align cross-functional teams around shared business objectives.

Who this role suits

• You have over a decade of experience in building and scaling strategic partnerships, ideally within venture-backed environments.
• You are adept at managing a portfolio of partners, driving measurable business growth, and accelerating pipeline.
• You possess a deep understanding of partner lifecycle management and cross-functional go-to-market execution.
• You are a strong leader with proven ability to collaborate across product, engineering, and sales teams to overcome complex hurdles.

From the employer

Responsibilities

• Own Joint Business Plan Execution: Oversee the rigorous execution of joint business plans, measuring quarterly progress against named target accounts, consumption milestones, and marketing KPIs.
• Accelerate Revenue & Pipeline: Drive partner-led growth by actively accelerating the partner-sourced pipeline and unlocking new market opportunities.
• Drive Enablement & Certification: Establish and enforce product-specific certification targets to deepen the partner's technical capabilities and practice size.
• Enforce Governance & Obligations: Ensure that newly invested portfolio partners are fully executing and fulfilling their contractual and strategic investment obligations.
• Unblock Field Execution: Act as the primary escalation point to resolve partner blockers by collaborating directly with cross-functional leadership across Product, Engineering, and Sales.
• Surface Predictive Scaling Signals: Capture and synthesize feedback from the field (e.g., new product traction, geographic expansions, executive talent moves) to feed back into quarterly portfolio scoring refreshes, ensuring the program remains predictive and agile.
• Identify Next Generation of Partners: Proactively evaluate the ecosystem and identify the next generation of partners primed for strategic investment and hyper-scale growth.

Requirements

• 10+ years of experience building, managing, and scaling strategic partnerships, ideally within venture-backed ecosystems, high-growth alliances, or strategic investment portfolios.
• Demonstrated track record of managing a portfolio of strategic partners and delivering measurable business growth, pipeline acceleration, and consumption outcomes.
• Deep understanding of alliance organizations, including partner lifecycle management, corporate governance, joint business planning, and cross-functional GTM execution.
• Proven experience collaborating cross-functionally with Product, Engineering, Marketing, and Field Sales teams to unblock complex partner technical or commercial hurdles.
• Deep domain expertise in enterprise Data, Analytics, AI, and cloud technologies.
• Strong operational rigor with experience tracking quarterly performance metrics, compliance obligations, and utilizing field data to update predictive scoring models.
• Exceptional executive presence with the ability to influence C-level stakeholders, manage partner obligations diplomatically, and align cross-functional teams around shared business objectives.
• Strong strategic planning, operational execution, and people leadership skills with a demonstrated ability to build, coach, and scale a high-performing partner management team.

Conditions

• Pay Range Transparency: The pay range(s) for this role is listed below and represents the expected base salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location.
• Zone 1 Pay Range $143,700 — $197,550 USD
• Zone 2 Pay Range $143,700 — $197,550 USD
• Zone 3 Pay Range $143,700 — $197,550 USD
• Zone 4 Pay Range $143,700 — $197,550 USD
• The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above.