• Develop and execute a multi-year alliance strategy focused on joint pipeline creation, revenue influence, and attach rate growth • Establish measurable pipeline and revenue targets aligned to regional business plans • Identify whitespace and growth opportunities across industries and geographies • Build and scale repeatable co-sell plays aligned to Databricks solutions and use cases • Implement structured field engagement models including account mapping, opportunity planning, and executive alignment • Define and institutionalize best practices for partner-sourced and partner-influenced opportunities • Embed Databricks motions into sales cadences and territory planning cycles • Activate leading SIs around Databricks-centered joint solutions • Develop scalable sales plays and deployment frameworks with ecosystem partners • Drive pipeline through coordinated field events, campaigns, and account targeting • Build trusted relationships with Databricks alliance and field leadership • Align with Product and Engineering teams to support integration priorities and innovation • Lead joint business reviews with clear metrics and accountability • Define KPIs across pipeline creation, co-sell activity, influenced revenue, and SI engagement • Deliver regular performance reporting and optimization recommendations • Ensure disciplined governance of alliance activities globally • Travel as needed to support regional activation and executive alignment