Senior Manager GTM Strategy & Operations (Partners)

FEQ425R112

The Senior Manager, Partner Strategy & Operations defines the Partner Ecosystem and GTM strategies for SI, Cloud, and ISV channels. This role provides the strategic analysis and operational rigor necessary to scale a high-growth GTM business. You will partner across Partnerships, Sales, Finance, and Data teams to translate partner performance into actionable insights, resource investments, and long-range planning models.

This role reports to the Director of Partner Strategy & Operations.

What You’ll Do

Combine your strategy and operations toolkit with deep data proficiency to lead major partner initiatives including:

• Define the Partner GTM Strategy - set strategic choices for the SI, Cloud, and ISV ecosystems; establish investment frameworks to ensure resources are deployed to the highest-impact areas.
• Trusted Advisor to Partner Leadership - serve as a strategic partner to Partnerships Leadership by defining, tracking, and implementing goals, programs, and strategies; act as the bridge between executive vision and tactical execution.
• Orchestrate Annual & Long-Range Planning - drive the end-to-end planning process for the partner organization, including revenue modeling, investment ROI analysis, headcount forecasting, and capacity setting.
• Lead Executive Synthesis & AI Insights - develop and deliver high-stakes artifacts including Quarterly Business Reviews (QBRs), investment business cases and strategic narratives for Partnerships leadership using a mix of traditional BI and emerging AI tools to provide deeper signal on ecosystem health
• Instrument the Data Foundation - build and oversee the reporting infrastructure; develop dashboards and key performance indicators (KPIs) to track the health of the business and partner productivity.
• Drive Performance Visibility - manage operational cadences and business reviews, providing clear signals on ecosystem health.

Qualifications

• 7+ years in Strategy & Operations, Management Consulting, FP&A, or Business Operations; experience in Enterprise/Mid-Market SaaS preferred.
• Executive Presence & Influence: Proven ability to act as a trusted advisor to senior leadership; comfortable framing complex trade-offs and navigating ambiguity to drive consensus among VPs and cross-functional heads.
• Strategic Storyteller: Exceptional ability to synthesize complex data sets into a 'so-what' narrative; highly skilled in creating compelling executive-level presentations and board materials that lead to clear decisions.
• Data & AI Expert: Advanced proficiency in querying and scoping (SQL, Databricks, BigQuery) and an active interest/proficiency in using AI tools to automate GTM operations and insights.
• Process Architect: Ability to envision E2E process changes, document requirements, and guide execution in partnership with technical teams to solve complex organizational needs.
• GTM Tooling Proficiency: Direct experience with BI and sales tools including Salesforce, Tableau, and automated reporting repositories.
• Stakeholder Management: A track record of building deep, collaborative relationships across global GTM teams (Finance, Sales, Marketing) to ensure the partner strategy is seamlessly integrated.

Success Metrics

• Strategic Alignment: Clearly defined partner goals and programs that align with broader GTM objectives and executive priorities.
• Planning Accuracy: Signal quality of HC forecasting, capacity assumptions, and long-range modeling variance.
• Leadership Trust: Degree of influence on partner investment decisions and the adoption of recommended GTM pivots.
• Ecosystem Productivity: Visibility into and optimization of partner-driven ROI, revenue contribution, and partner efficiency.

How You Operate

• Data-Driven Rigor: Using high-fidelity data and SQL-driven insights to inform every strategic choice.
• High-Stakes Communication: Moving beyond the 'what' of the data to the 'choices' for leadership; providing crisp, decision-oriented synthesis.
• Strategic Ownership: Taking a first-principles approach to the partner ecosystem, identifying where to play and how to win.
• Collaborative Partnership: A 'service-first' mindset, bringing all possible expertise to bear on projects through an expansive internal network.

Pay Range Transparency

Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected 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. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here.

About Databricks

Databricks is the data and AI company. More than 10,000 organizations worldwide — including Comcast, Condé Nast, Grammarly, and over 50% of the Fortune 500 — rely on the Databricks Data Intelligence Platform to unify and democratize data, analytics and AI. Databricks is headquartered in San Francisco, with offices around the globe and was founded by the original creators of Lakehouse, Apache Spark™, Delta Lake and MLflow. To learn more, follow Databricks on Twitter, LinkedIn and Facebook.

Benefits

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region click here.

Our Commitment to Diversity and Inclusion

At Databricks, we are committed to fostering a diverse and inclusive culture where everyone can excel. We take great care to ensure that our hiring practices are inclusive and meet equal employment opportunity standards. Individuals looking for employment at Databricks are considered without regard to age, color, disability, ethnicity, family or marital status, gender identity or expression, language, national origin, physical and mental ability, political affiliation, race, religion, sexual orientation, socio-economic status, veteran status, and other protected characteristics.

Compliance

If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.