- Base
- Not disclosed
- OTE
- Not disclosed
- Quota attainment
- Not disclosed
- Posted
- 6d ago
Why it matters: OTE tells you what you could earn. Attainment tells you how realistic it is.
Ask: “What percentage of fully ramped reps hit quota last year?”
Still open · checked 2h agoon Databricks's careers page
The job
- What you'd do
- Manage relationships with outside consulting firms that deliver Databricks projects for very large companies. Pick which partner firm handles each project and help it succeed.
- What you'd sell
Helps companies put all their data in one place and use it
When a company wants answers from its data, the numbers usually sit in dozens of separate systems. The problem is, pulling them together takes weeks, and by then the answer is old. Databricks keeps a company's data in one place where teams can run reports and build AI on it, so decisions get made on fresh numbers.
In plain English, from their own job posts. Something wrong? Tell me · More AI & data companies →
- Who you'd sell to
- Worldwide and regional firms that set up business software at big companiesIn their words: “Build and develop FDE relationships with Global System Integrators (GSIs), Regional System Integrators (RSIs), regional Partner team”
- Where deals come from
- Not stated in the posting.
The Braun Read
Proceed with cautionA few things here deserve a hard look before you spend time on it.
- Pay
- No pay listed at all.
- Transparency
- Says nothing about quota, attainment, deal size, territory or sales cycle. Ask about all five.
- Time on market
- Open 6 days.
- Company hiring
- Ramping up: posted 39 sales roles in the last 30 days. That many open roles can also mean churn. Ask how many reps are still there from last year.
Red lights
- Pay. No pay listed at all.
Green lights
None spotted.
Based only on what the posting says. Lights are a starting point for your first call, not a final judgment.
Questions to ask on the first call
Built from what this posting leaves out. How they answer tells you as much as what they say.
- 1.
What percentage of fully ramped reps hit quota last year?
OTE is what you could earn. This is how likely you are to earn it.
- 2.
What percentage of reps on the team have been here more than 18 months?
Tenure shows whether people stay long enough to get paid.
- 3.
Has the comp plan changed in the last 12 to 18 months? What changed?
A plan that changes every year means the goalposts keep moving.
- 4.
Who sits with reps and reviews calls each week?
Coaching is often what's behind a good or bad attainment number.
- 5.
What are the base and the OTE for this role?
Before You Apply
Find out where you fit, and where you don't, before you hit submit.
Why I built it this way ↓
Most résumé tools try to make you look like a match. I'd rather help you find out if you are one.
Nothing made up.
Nothing goes on your résumé that you didn't do. If a line would need a number you didn't give me, I ask. I don't guess. On Braun Board it's checked in code, not just promised.
Curiosity before conclusions.
If the job wants something your résumé doesn't show, I ask before I assume. Plenty of sellers have done the thing and just never wrote it down.
Sorting, not selling.
Some jobs won't line up with what you've done. Finding that out before you apply isn't a loss. It's an hour back, spent on a job that fits.
No score.
A match score tells you how well you copied their words. It doesn't tell you whether you'd be good at the job, or happy there.
It's the same way I teach selling. We don't control who says yes. We do control where we spend our time, and whether everything we say is true.
Josh
More on this1 Is the job worth it?
Proceed with caution. A few things here deserve a hard look before you spend time on it.
- No pay listed at all.
Might be worth asking about this before you spend an hour on a tailored résumé.
See the full Braun Read2 Where you fit
Upload once, see where you fit on any job.
Sign in and add your résumé. I'll show you where you line up, ask before I assume, and never add anything you didn't do.
Sign in →What people say about working at Databricks ↓
Got an offer from Databricks? Not sure about it?Ask me. I read every message myself. · JoshAsk Josh
Rather talk it through? Call or text me: 954-695-0844 (text)
Full posting
At Databricks we work on some of the most complex distributed processing and machine learning problems in the world and our customers challenge us with interesting new big data and AI use cases. You will shape the future of big data and the machine learning landscape for leading Fortune 500 organizations.
Forward Deployed Engineering (FDE) Delivery Partner Manager supports the mission of the Professional Services team, which is to accelerate and de-risk our customers' business outcomes through effective enablement and delivery of Databricks platform technology. This is an individual contributor role that will oversee the Databricks Delivery Partner Program which looks to use close partnerships with key system integrators to effectively co-deliver Databricks services engagements.
The impact you will have:
- You will work with the FDE team in order to use Databricks delivery partners to accelerate our customer project outcomes.
- Build and develop FDE relationships with Global System Integrators (GSIs), Regional System Integrators (RSIs), regional Partner team to support bi-directional pipeline review and bi-directional engagements (subcontracting, and advisory) for company priorities.
- Build a RFP process to support Partner Selection for large complex multi year, multi phase migration deals. Create templates, scorecards to supplement partner selection with a data driven approach.
- Spearhead and lead efforts to incubate and ramp new partners with Gen AI capabilities.
- Drive MBRs and QBRs with priority partners, and develop long term roadmaps for PS Partner delivery priorities. Develop scorecards and feedback loops to segment partners by focus areas, regions and company priorities.
- Drive delivery governance to ensure partner quality and delivery on Services led and partner supported implementations. Support global programs to measure partner quality such as CSAT, Partner Survey and program governance.
- Lead programs that align with our FDE & Partner strategy for Assurance and advisory services. Work with our cross-functional channel teams to enable GSIs, RSIs, SIs on Assurance services, and support bi-weekly reviews and deal governance
- Support Partner IP efforts such as the creation of service delivery kits to better scale our ecosystem.
- Liaison with Delivery Partner organizations to ensure personnel have the required level of training and certification in order to achieve Databricks projects following best practices. Champion and provide thought leadership for specialization programs. You will implement and lead programs for achieving requirements and exceeding delivery quality.
- Build and maintain an effective onboarding process for partner resources ensuring effective utilization and quality of services across Databricks customer deliveries.
- Work with the Databricks resource management team to oversee the pipeline planning process with each of the delivery partners, ensuring partner resource availability in a timely manner to support Databricks services opportunities.
- Allocation and outsourcing of Projects to Services partners. This includes selecting the appropriate partner for the project and working with the partner closely to ensure project success.
- Work with our legal, people operations and other cross functional organization to support bi directional contractual negotiations
- Advocate for the Partner's needs internally; managing any escalations and issues on projects being delivered by partners.
- Develop, implement, and monitor Key Performance Indicators for each Services partner.
- Coach, Mentor junior members of the team, and partner resource
What we look for:
- Extensive industry experience including resource management and demand pipeline management and record of success in navigating and driving engagements with large enterprise organizations with a focus on FDE
- Extensive experience within a FDE or consulting organization as a partner Manager, and/or Consulting Manager.
- Experience managing partner or third-party organization enablement including upskilling teams to provide delivery capabilities.
- Excel at working directly with Partners and customers to gather, prioritize, plan and execute solutions to customer business requirements as they relate to technology.
- Experience managing commercial agreements with partners including statements of works to support services management.
About Databricks
Databricks is the Data and AI company. More than 20,000 organizations worldwide — including adidas, AT&T, Bayer, Block, Mastercard, Rivian, Unilever, and 70% of the Fortune 500 — rely on the Databricks Data + AI Platform to build and scale data and AI apps, analytics and agents. Headquartered in San Francisco with 30+ offices around the globe, Databricks offers a unified platform that includes Genie, Lakebase, Agent Bricks, Lakeflow, Lakehouse, and Unity Catalog. To learn more, follow Databricks on LinkedIn, X, YouTube, and Instagram.
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.