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Strategic Alliances Lead - Databricks

Strategic Alliances Lead - Databricks

Omni Analytics, Inc.San Francisco, CA, US
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Job Description

Job Description

About Omni

Omni is a modern business intelligence and embedded analytics company built to help teams unlock the full potential of their data. We combine the best of spreadsheets, BI tools and AI features to deliver an intuitive, powerful platform that empowers organizations to explore, analyze, and share insights at scale.

We have office hubs in San Francisco, Santa Cruz, Philadelphia, Dublin and Sydney, but have team members all over the world. We’ve raised $97M in funding as of our Series B, and we are backed by leading investors such as ICONIQ Growth, Redpoint Ventures, Google Ventures, Theory Ventures, First Round Capital, Snowflake Ventures and Databricks Ventures.

About The Role

We are seeking a Strategic Alliances Lead to grow Omni’s burgeoning partnership with Databricks.

You will be responsible for driving sales pipeline, cross-functional strategy, and enablement across the Databricks organization. Your north star is simple : revenue sourced via the partner ecosystem.

You’ll lead the end-to-end strategy across sales and marketing motions with your partner and influence product alignment. This requires high levels of agency, relentless execution, and creative strategies to influence external stakeholders in Omni's favor.

You’ll report directly to the Global Head of Partnerships and collaborate with our sales, executive and product teams. This is an ideal role for someone who has already owned a similar partner sales motion at a high-growth SaaS company, or someone who has worked within the Databricks ecosystem and knows what it takes to drive outcomes as a partner.

What You'll Do

Own full strategy and execution for partner-sourced revenue

  • Develop and execute joint go-to-market strategies with your partner to generate partner-referred pipeline, including outbound campaigns, events, sales plays and programs
  • Drive alignment with Databricks' go-to-market teams to identify, pursue, and close co-selling opportunities
  • Track and report on key partnership KPIs

Seed and manage partner relationships

  • Build and maintain trusted relationships with Databricks account executives, solutions architects, product managers, partner managers, and executives
  • Serve as the central point of contact between Omni and Databricks
  • Run enablement and field programs to activate partner sellers
  • Represent Omni at Databricks events, team-building activities, and joint customer engagements (travel expected to represent up to 30% of time, depending on location)

    • Strategic planning

  • Define and execute a partnership roadmap aligned with Omni’s go-to-market objectives
  • Work with internal stakeholders (sales, product, marketing, leadership) to maximize partnership impact
  • Monitor partnership health and proactively identify new areas of collaboration

    • Product and ecosystem alignment

  • Position Omni as a best-in-class BI and embedded analytics platform within the Databricks ecosystem and make pivots as market dynamics shift, without heavy input from marketing
  • Collaborate with Omni’s product and Databricks' product / partner engineering teams to ensure technical alignment and integration success
  • Enable and train Omni’s sales organization on Databricks' product development and integrations, in partnership with Partner SE
  • Provide feedback on customer needs and market trends that inform product strategy

    • What We're Looking For

  • You have a sales mindset and thrive on being highly accountable to a number
  • You've built a successful partner sales motion with Databricks in a previous role OR you have worked at Databricks and know the organization and what it takes to be successful as a partner firsthand
  • Proven success in outbound sales or revenue-driving partner roles
  • Experience working with AWS, Databricks, Snowflake, Azure, or similar ISVs
  • High hunger, curiosity, ownership, organization and track record of strong cross-functional communication
  • Deep interest in data and analytics, including AI
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