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Sr. Alliance Director, AI GTM

2 weeks, 5 days ago
United States
Full-time
Lead
AI (Artificial Intelligence)
Artificial Intelligence and Machine Learning
Apache Spark Generative AI MLflow
Apply Now
Databricks

Databricks

Databricks is the pioneering data intelligence platform, empowering organizations worldwide to solve complex data challenges with AI-driven analytics solutions.

IT Services
1K-5K
Founded 2013
$4450M raised
View All Jobs 196

Description

  • Serve as the primary point of contact for senior GTM stakeholders at Anthropic, OpenAI, and Google.
  • Build and manage QBR and Executive Business Review cadences with AI partners around shared GTM goals and co-sell programs.
  • Develop and maintain partner co-sell KPIs and the partner GTM governance framework.
  • Create and execute co-sell strategy across AI lab partners, including account segmentation and propensity analysis.
  • Plan and operationalize in-person and virtual co-sell programs, joint pipeline reviews, and partner-led field events.
  • Deliver regular performance readouts to global sales and partnership leadership and recommend course corrections.
  • Build and manage partner funding programs that accelerate customer adoption of AI solutions.
  • Collaborate with enablement and commercialization teams to increase awareness and usage of funding and customer success programs.
  • Work with product, engineering, and commercial teams to shape the AI model integration roadmap and partner messaging.
  • Develop joint sales plays, offers, assets, and field enablement content with internal teams and external partners.

Requirements

  • 10+ years of experience in business development, strategic partnerships, alliance management, or GTM strategy.
  • Meaningful experience in the Cloud and AI ecosystem.
  • Proven track record building GTM programs and growing high-visibility partnerships with major technology companies.
  • Deep understanding of Generative AI products, go-to-market models, and the competitive AI landscape.
  • Familiarity with Anthropic, OpenAI, Google, and comparable frontier model providers.
  • Experience in Generative AI product development, GTM, or alliance roles is strongly preferred.
  • Ability to build first-principles business cases, model consumption, and derive data-driven insights.
  • Strong GTM fluency, including enterprise co-sell motions, account segmentation, pipeline management, and field enablement strategies.
  • Excellent communication and executive presence for senior internal and external audiences.
  • Strong cross-functional leadership, ownership mindset, and bias for action.
  • MBA or equivalent advanced degree preferred.
  • Bachelor's degree in Computer Science, Engineering, or related field, or demonstrated technical aptitude, is a plus.

Benefits

  • Comprehensive benefits and perks package.
  • Regional benefits details available for review.
  • High-visibility role with significant autonomy.
  • Opportunity to work at the center of major enterprise AI partnerships.
  • Hybrid or office-based locations in San Francisco or Seattle.

Interested in this position?

Apply directly on the company website

Apply Now

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