Senior Alliance Director, AI GTM

Databricks

Director of AI Go-to-Market strategies working with major tech partnerships like OpenAI at Databricks. Cultivating relationships, building GTM strategies, and driving business outcomes.

Posted 5/2/2026full-timeRemote • California, Washington • 🇺🇸 United StatesSeniorWebsite

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Serve as the primary point-of-contact for senior GTM stakeholders at Anthropic, OpenAI, and Google, cultivating trusted, multi-threaded relationships at each level of the org chart across sales and field engineering.
Build and manage a QBR and Executive Business Review cadence with each AI partner, anchored on shared GTM goals and co-sell programs.
Develop and maintain partnership co-sell KPIs and the overarching partner GTM governance framework to provide visibility into the health of programmatic co-sell motions.
Develop and execute an overarching co-sell strategy across AI Lab partners, including account segmentation and propensity analysis to identify high-impact joint opportunities.
Plan and operationalize in-person and virtual co-sell programs — including co-sell days, joint pipeline reviews, and partner-led field events — to accelerate top-of-funnel growth and mid-funnel conversion.
Deliver regular program performance readouts to global sales and partnership leadership, surfacing insights and recommending course corrections.
Build and manage streamlined partner funding programs designed to accelerate customer adoption of AI solutions
Collaborate with enablement and commercialization teams within Databricks to drive board awareness & utilization of funding and customer success programs.
Partner with product, engineering, and commercial teams to shape the long-term AI model integration roadmap and develop compelling 'better together' messaging for each AI Lab relationship.
Collaborate with industry GTM teams, ISV and consulting partners, marketing, and corporate development to build joint sales plays, offers, and assets that grow top-of-funnel and increase conversion.
Develop and maintain field enablement content to equip internal & external field teams with the knowledge and tools to execute on joint GTM priorities and articulate differentiated 'better together' value propositions.

Requirements

What you’ll need

10+ years of experience in business development, strategic partnerships, alliance management, or GTM strategy, with a meaningful portion of that time spent in the Cloud and AI ecosystem.
Proven track record building GTM programs and growing high-visibility partnerships with major technology companies, ideally cloud hyper-scalers or frontier model providers.
Deep understanding of Generative AI products, go-to-market models, and the competitive AI landscape, including familiarity with the positioning and capabilities of Anthropic, OpenAI, Google, and comparable frontier model providers.
Experience in Generative AI product development, GTM, or alliance roles is strongly preferred
Analytical rigor: able to build first-principles business cases, model consumption, and derive data-driven insights to support partnership investment and program prioritization decisions.
Strong GTM fluency, including familiarity with enterprise co-sell motions, account segmentation methodologies, pipeline management, and field enablement strategies.
Excellent communication and executive presence — capable of distilling complex multi-dimensional analyses into clear, compelling narratives for senior internal and external audiences.
Strong cross-functional leadership, ownership mindset, and bias for action. Comfortable driving deal and program processes autonomously while mobilizing large, matrixed organizations.
MBA or equivalent advanced degree preferred. Bachelor's degree in Computer Science, Engineering, or related field, or demonstrated technical aptitude, is a plus.

Benefits

Comp & perks

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.

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Hard Skills & Tools

business developmentstrategic partnershipsalliance managementGTM strategyGenerative AI product developmentaccount segmentationpipeline managementdata-driven insightsanalytical rigorco-sell strategy

Soft Skills

excellent communicationexecutive presencecross-functional leadershipownership mindsetbias for actionability to distill complex analysescollaborationrelationship buildinginsight deliveryprogram management

Certifications

MBABachelor's degree in Computer ScienceBachelor's degree in Engineering