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Sr. Alliance Director, AI GTM

6 days, 22 hours ago
United States
Full-time
Lead
AI (Artificial Intelligence)
Artificial Intelligence and Machine Learning
Apache Spark Generative AI MLflow
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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 191

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

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