Sr. Industry Solutions Director, Retail & Consumer Goods

SLSQ127R568\nScale partnerships that build the business.\n\nThis role exists at the intersection of strategy and execution, relationships and revenue. As the Industry Ecosystem Leader for Consumer Industries, you will architect and operationalize the industry partner relationships that accelerate how Databricks wins in the market. You won't just develop partnerships—you'll translate them into scalable programs that put the right solutions in front of customers at the right time.\n\nDatabricks is scaling at hypergrowth speed, and our partner ecosystem is a force multiplier we've only begun to unlock. We need someone who understands how industries actually work—who the established players are, which emerging ISVs are reshaping categories, and which system integrators can drive transformation at scale. More importantly, we need someone who can convert that knowledge into repeatable GTM motions that drive pipeline, accelerate deals, and increase platform adoption in ways that are aligned with key industry outcomes.\n\nYou will operate as a builder in a company that rewards builders. You’ll build the playbooks. The programs you create will define how we go to market with partners for years to come.\n\nThe impact you will have:\n\nYou Will Build:\n\nAn Ecosystem Strategy Rooted in Industry Reality Map the partner landscape with precision—established enterprise vendors, emerging category creators, global SIs, boutique consultancies, and cloud partners. Understand where value is created, where influence resides, and where Databricks fits in the solutions our customers need. Then build a strategy that prioritizes the relationships that matter most.\n\nScalable Partner-Led Sales Plays Design and deploy GTM programs that translate partner capabilities into customer value. You'll create the assets, frameworks, and activation motions that enable field teams to lead with partner relevance—positioning joint solutions that solve real industry problems and accelerate buying decisions.\n\nProgrammatic Pipeline Generation Build repeatable engines that generate measurable pipeline through partner channels. You'll orchestrate cross-functional teams, selling tools, and data science to deliver programs that drive substantial and incremental business lift—not one-off wins, but systematic growth.\n\nField Adoption at Scale Partner with Sales and Field Engineering leaders to drive adoption of ecosystem programs. Your success will be measured not by the elegance of your strategy decks, but by whether field teams actually use what you build—and whether it makes them more effective.\n\nCross-Functional Alignment Harmonize ecosystem strategies across Industries, Sales, Field Engineering, Marketing, Enablement, and Partner teams. You'll be the connective tissue that ensures cohesive execution and eliminates the friction that slows complex organizations.\n\nData-Driven Optimization Monitor program performance with rigor. Surface insights that inform prioritization, identify what's working, and drive continuous improvement. You'll bring analytical discipline to a function that often operates on intuition alone.\n\nExecutive-Level Partnership Development Engage VP+ stakeholders at strategic partners to build the executive relationships that unlock joint investment, co-selling commitment, and market access. These relationships will be built on substance and mutual value, not just social capital.\n\nWhat we look for:\n\nAn Industry Native You understand how your industry actually operates—the buying dynamics, the technology landscape, the regulatory environment, and the ecosystem players who shape customer decisions. This isn't knowledge you can acquire from briefing documents; it comes from years of proximity to the market.\n\nA Partner Ecosystem Strategist You've built or scaled partner programs at a hypergrowth software company. You know the difference between partnerships that look good in press releases and partnerships that generate revenue. You've learned—probably the hard way—what it takes to make joint GTM actually work.\n\nA Program Builder, Not a Program Manager You don't wait for requirements to be handed to you. You see opportunities, design programs to capture them, and drive execution through influence rather than authority. You're energized by creating something from nothing.\n\nAnalytically Rigorous You're fluent in reporting, comfortable in Excel, and capable of extracting insights from complex data is a plus. You make decisions based on evidence, not assumptions.\n\nA Field Whisperer You know how to build programs that sales teams actually adopt. You understand their incentives, their constraints, and their daily reality. You design with the field in mind, and you earn their trust by making them more successful.\n\nAn Executive Communicator You deliver compelling presentations to C-suite stakeholders and tailor your messaging to resonate with different audiences. You can move seamlessly from a detailed program review to a strategic partner conversation.\n\nComfortable in Ambiguity You've operated in fast-paced environments where the path wasn't paved. You make decisions with incomplete information, move quickly, and course-correct based on market feedback.\n\nExperienced at Scale 10+ years of experience in GTM programs, partner ecosystems, management consulting, or enterprise software, with a proven ability to deliver strategic and tactical business objectives. Bachelor's degree required; MBA or advanced degree preferred.\n\nWhy This Role, Why Now The partner ecosystem is one of the most under-leveraged assets in enterprise software. Companies build impressive partner rosters and announce strategic alliances, but few translate those relationships into systematic revenue impact. We intend to be different.\n\nThis role offers a rare combination: the strategic scope to shape how Databricks goes to market with partners, and the operational mandate to build the programs that make it real. You'll work at VP+ levels across the organization, influence how we engage our most important ecosystem relationships, and create scalable motions that drive measurable growth.\n\nIf you want to manage existing partnerships and optimize incremental improvements, this isn't the role. If you want to build the ecosystem GTM function that becomes a model for the industry, let's talk.\n\nPay Range Transparency\n\nDatabricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected base 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 anticipated 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.\n\nZone 1 Pay Range\n\n$308,700—$424,500 USD\n\nZone 2 Pay Range\n\n$308,700—$424,500 USD\n\nZone 3 Pay Range\n\n$308,700—$424,500 USD\n\nZone 4 Pay Range\n\n$308,700—$424,500 USD\n\nAbout Databricks\n\nDatabricks 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.\n\nBenefits\n\nAt 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, please visit the link.\n\nOur Commitment to Diversity and Inclusion\n\nAt 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.\n\nCompliance\n\nIf 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.