Databricks Partner Development Manager

About KMS TechnologyKMS Technology is a global AI firm helping enterprises modernize how work gets done through AI. We focus on intelligent workflows, cloud, data, and AI-native solutions. We partner with healthcare innovators, high-growth ISVs, and enterprises to design and build scalable platforms, modern applications, and agentic workflow systems that drive business outcomes.Headquartered in Atlanta with global delivery centers across Vietnam, Mexico, and Poland, KMS combines deep AI engineering expertise with agility, and speed to help organizations accelerate innovation and re-architect enterprise operations for the AI-first era.Backed by strategic investment from Sunstone Partners, KMS is a next-generation technology partner focused on workflow modernization, AI enablement, data fabric strategies, and outcome-driven transformation. Through strong partnerships with AWS, Databricks, and leading ecosystem players, we help clients unlock the full value of AI, cloud, and intelligent automation.At KMS, our people-first culture is rooted in technical excellence, entrepreneurial thinking, and customer impact. We foster an environment where talented professionals can innovate, grow, and help shape the future of digital transformation.Position OverviewWe are seeking a high-impact, relationship-driven Databricks Partner Development Manager to lead and scale our strategic partnership within the Databricks ecosystem. This is a senior individual contributor role focused on driving alliance growth, increasing market visibility, unlocking partner-funded opportunities, and elevating KMS's standing within the Databricks partner ecosystem.The ideal candidate has deep experience managing hyperscaler or data platform alliances, understands the Databricks ecosystem and GTM motion, and possesses a strong network across Databricks sales, partner, and solution engineering organizations.Key ResponsibilitiesStrategic Alliance DevelopmentDevelop and manage an annual Joint Business Plan (JBP) with Databricks leadership, including pipeline, bookings, certifications, competencies, and GTM objectivesOwn and expand the strategic partnership relationship with Databricks across sales, alliances, marketing, and field leadershipDevelop and execute a multi-year Databricks ecosystem growth strategy aligned to KMS revenue and AI transformation goalsIdentify and drive initiatives that elevate partner tier/status, competencies, certifications, and co-sell alignment within the Databricks ecosystemBuild executive-level relationships with Databricks regional leaders, account executives, partner managers, and solution architectsRevenue & Pipeline GenerationLead Strategic Account Mapping exercises with Databricks Field TeamIdentify, source, and influence co-sell opportunities with Databricks field teamsCreate pathways to partner-funded programs including workshops, assessments, migration initiatives, accelerators, and innovation engagementsDrive partner-sourced and partner-influenced pipeline through account mapping, Joint opportunity planning, strategic pursuits and co-ordinated field engagement with Databricks sales team. Ecosystem & Market ExpansionPosition KMS as a premier Databricks implementation, AI, and data engineering partnerCoordinate joint GTM motions including webinars, customer events, executive briefings, industry campaigns, and marketplace initiativesMonitor Databricks ecosystem trends, partner priorities, funding programs, and strategic initiatives to identify new growth opportunitiesRepresent KMS at Databricks events, partner summits, conferences, and industry forumsEstablish executive governance through executive interlocks, and regional operating cadencesInternal Enablement & ExecutionPartner with delivery, architecture, marketing, and sales teams to develop repeatable offerings aligned to Databricks prioritiesDevelop repeatable Co-sell motion and sales play focussed on Help shape solution accelerators and service offerings around AI, data modernization, lakehouse transformation, analytics, and enterprise AIDrive internal enablement around Databricks messaging, programs, certifications, and competitive positioningEstablish KPIs and executive reporting around alliance performance, pipeline contribution, certifications, and partner engagementRequirementsRequired Experience7+ years of experience in strategic alliances, partner development, ecosystem management, or enterprise technology salesDirect experience managing or growing partnerships with Databricks, hyperscalers, or major cloud/data platform ecosystemsDemonstrated success driving co-sell revenue, partner-sourced pipeline, and ecosystem growth exceeding $10M+ annuallyStrong understanding of enterprise data, analytics, AI/ML, cloud modernization, and digital transformation initiativesExperience navigating complex enterprise sales organizations and executive stakeholder environmentsExperience developing Joint Business Plans, executive governance models, and co-sell operating frameworksProven ability to influence without authority across sales, delivery, and executive leadership teamsExperience working within Global Systems Integrators, consulting firms, or technology services organizationsPreferred ExperienceExisting network and relationships within the Databricks field organizationExperience working within consulting, professional services, systems integrators, or technology services organizationsFamiliarity with partner program structures, MDF/funding mechanisms, competency programs, and marketplace strategiesUnderstanding of modern data architectures including Lakehouse, AI platforms, GenAI, data engineering, and cloud-native analyticsWhat Success Looks LikeIncrease sourced and influenced Databricks-related pipelineExpand executive alignment and field engagement with Databricks leadershipUnlock partner-funded opportunities and joint GTM investmentsImprove partner tier/status and ecosystem visibilityPosition KMS as a recognized strategic Databricks services partner in AI and data transformationBenefitsWhy Join KMSThis is a unique opportunity to help shape a high-growth AI and data transformation practice while building one of KMS Technology's most strategic ecosystem partnerships. You will work alongside executive leadership and play a pivotal role in driving market impact, revenue growth, and ecosystem influence.Why You'll Love It HereKMS has been named a Best Place to Work by the Atlanta Business Chronicle and a thirteenth-time Best & Brightest Company to Work For®. We offer:100% company-paid Medical, Dental & Vision insurance401(k) with generous company matchPre-tax FSA optionsEmployer Paid Short Term Disability, Long Term Disability, and Basic Life InsuranceSelf-managed Unlimited PTO + Paid Parental LeaveRemote/hybrid flexibilityOpportunities for career growth, mentorship, and leadershipTarget OTE + Benefits is $250,000 - $300,000 annuallyIf you thrive in high-stakes conversations, love solving business-critical challenges, and want to sell services that truly drive impact—we want to meet you.KMS Technology is proud to be an equal opportunity employer. We value diverse perspectives and are committed to building an inclusive environment for all employees. We do not discriminate in hiring or any employment decision based on race, color, genetic profile, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), martial status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other characteristics protected by law.