CSQ128R3

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.

Reporting into the Global Customer Enablement Practice, you will serve as the global single-threaded owner for the partnership models, working across Learning Curriculum and Delivery, Legal, Finance, Commercialization, Regional Customer Enablement and GTM Enablement to bring the strategic vision to life.

The impact you will have:

• 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.

What we look for:

• Experience: 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.