Sr. Staff Global Customer Enablement Partnership Lead
About the role
The Senior Staff Enablement Partnership Lead is a strategic, mission-critical leadership role responsible for scaling and accelerating Databricks’ customer enablement business through a global partner ecosystem. This role owns the end-to-end global partnerships activation, from strategy on expanding partnership models and commercial offerings to enabling our partners and setting the operational and quality standards that ensure non-linear learner and training revenue growth. Its mandate is to accelerate the growth of users with Databricks skills and certifications while materially scaling the practice toward its multi-year objectives.
Responsibilities
- Strategy and Program Design: Drive the multi-year partnership vision and strategy with an opinionated, benchmarked point of view and stretch targets, and develop programs to bring the strategy to life with appropriate architecture and governance.
- Global Operating Model and RoE: Establish the global operating model and rules of engagement (RoE) with partner leadership to minimize cross-regional channel conflict (with regional adjustments), and define audit mechanisms and quality metrics for engagement excellence.
- Offering, Commercialization and GTM: Own the SKU structure, pricing, and commercial terms for partner products, along with the global GTM framework to drive partner-influenced learners and training revenue.
- Partnership Enablement Standardization: Lead end-to-end enablement programs for global partners—including curriculum, certification, and readiness—ensuring flawless execution, adherence to rules of engagement, and consistent high-quality engagements.
- Cross-Functional Alignment: Drive internal cross-functional execution across Curriculum and Delivery (offerings development), Legal (contracting), Commercialization (SKU design and investment strategy), Training Operations (revenue recognition and system-of-record tracking) and GTM Enablement.
- Regional Support and Alignment: Develop and uplevel the regional partnership resources, setting the capability model and standards they adopt.
- AI-Forward Scaling: Define and champion how AI is used to scale both Databricks and partnership success across regions.
Qualifications
- 10+ years leading Global Partner/Channel Management, Partner Sales, or Education/Training Business Development in a global enterprise software or cloud company.
- P&L and Strategy Ownership: Proven track record owning a global P&L, defining multi-year strategies from ambiguity, and managing an education/enablement book of business, including pricing, SKU creation, and channel incentives aligned to partner profitability and revenue goals.
- Global Program & Operating Expertise: Deep expertise in partnership models (ATPs, GSIs, IP licensing/royalties) and launching global governance, RoE, and partner-led delivery systems (CRM/LMS integration).
- Leadership and Influence: Proven ability to lead cross-functional teams (Legal, Finance, Product, Regional Sales) without direct authority and demonstrate strong executive presence with VP/C-suite and partner leadership.
- Domain Knowledge: Strong understanding of data/AI (e.g., Lakehouse architecture) and enablement's role in platform adoption, with a required AI-forward mindset to scale enablement.
Skills
Benefits
- Benefits information available via company region-specific page.
About Databricks
Leading Data and AI Platform for Enterprises
Databricks offers a unified platform for data, analytics and AI. Build better AI with a data-centric approach. Simplify ETL, data warehousing, governance and AI on the Data Intelligence Platform.
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