Sr. Industry Solutions Director, Retail & Consumer Goods

SLSQ127R568

Scale partnerships that build the business.

This role exists at the intersection of strategy and execution, relationships and revenue. As the Industry Ecosystem Leader for Consumer Industries, you will architect and operationalize the industry partner relationships that accelerate how Databricks wins in the market. You won't just develop partnerships—you'll translate them into scalable programs that put the right solutions in front of customers at the right time.

Databricks is scaling at hypergrowth speed, and our partner ecosystem is a force multiplier we've only begun to unlock. We need someone who understands how industries actually work—who the established players are, which emerging ISVs are reshaping categories, and which system integrators can drive transformation at scale. More importantly, we need someone who can convert that knowledge into repeatable GTM motions that drive pipeline, accelerate deals, and increase platform adoption in ways that are aligned with key industry outcomes.

You will operate as a builder in a company that rewards builders. You’ll build the playbooks. The programs you create will define how we go to market with partners for years to come.

The impact you will have:

You Will Build:

An Ecosystem Strategy Rooted in Industry Reality Map the partner landscape with precision—established enterprise vendors, emerging category creators, global SIs, boutique consultancies, and cloud partners. Understand where value is created, where influence resides, and where Databricks fits in the solutions our customers need. Then build a strategy that prioritizes the relationships that matter most.

Scalable Partner-Led Sales Plays Design and deploy GTM programs that translate partner capabilities into customer value. You'll create the assets, frameworks, and activation motions that enable field teams to lead with partner relevance—positioning joint solutions that solve real industry problems and accelerate buying decisions.

Programmatic Pipeline Generation Build repeatable engines that generate measurable pipeline through partner channels. You'll orchestrate cross-functional teams, selling tools, and data science to deliver programs that drive substantial and incremental business lift—not one-off wins, but systematic growth.

Field Adoption at Scale Partner with Sales and Field Engineering leaders to drive adoption of ecosystem programs. Your success will be measured not by the elegance of your strategy decks, but by whether field teams actually use what you build—and whether it makes them more effective.

Cross-Functional Alignment Harmonize ecosystem strategies across Industries, Sales, Field Engineering, Marketing, Enablement, and Partner teams. You'll be the connective tissue that ensures cohesive execution and eliminates the friction that slows complex organizations.

Data-Driven Optimization Monitor program performance with rigor. Surface insights that inform prioritization, identify what's working, and drive continuous improvement. You'll bring analytical discipline to a function that often operates on intuition alone.

Executive-Level Partnership Development Engage VP+ stakeholders at strategic partners to build the executive relationships that unlock joint investment, co-selling commitment, and market access. These relationships will be built on substance and mutual value, not just social capital.

What we look for:

An Industry Native You understand how your industry actually operates—the buying dynamics, the technology landscape, the regulatory environment, and the ecosystem players who shape customer decisions. This isn't knowledge you can acquire from briefing documents; it comes from years of proximity to the market.

A Partner Ecosystem Strategist You've built or scaled partner programs at a hypergrowth software company. You know the difference between partnerships that look good in press releases and partnerships that generate revenue. You've learned—probably the hard way—what it takes to make joint GTM actually work.

A Program Builder, Not a Program Manager You don't wait for requirements to be handed to you. You see opportunities, design programs to capture them, and drive execution through influence rather than authority. You're energized by creating something from nothing.

Analytically Rigorous You're fluent in reporting, comfortable in Excel, and capable of extracting insights from complex data is a plus. You make decisions based on evidence, not assumptions.

A Field Whisperer You know how to build programs that sales teams actually adopt. You understand their incentives, their constraints, and their daily reality. You design with the field in mind, and you earn their trust by making them more successful.

An Executive Communicator You deliver compelling presentations to C-suite stakeholders and tailor your messaging to resonate with different audiences. You can move seamlessly from a detailed program review to a strategic partner conversation.

Comfortable in Ambiguity You've operated in fast-paced environments where the path wasn't paved. You make decisions with incomplete information, move quickly, and course-correct based on market feedback.

Experienced at Scale 10+ years of experience in GTM programs, partner ecosystems, management consulting, or enterprise software, with a proven ability to deliver strategic and tactical business objectives. Bachelor's degree required; MBA or advanced degree preferred.

Why This Role, Why Now

The partner ecosystem is one of the most under-leveraged assets in enterprise software. Companies build impressive partner rosters and announce strategic alliances, but few translate those relationships into systematic revenue impact. We intend to be different.

This role offers a rare combination: the strategic scope to shape how Databricks goes to market with partners, and the operational mandate to build the programs that make it real. You'll work at VP+ levels across the organization, influence how we engage our most important ecosystem relationships, and create scalable motions that drive measurable growth.

If you want to manage existing partnerships and optimize incremental improvements, this isn't the role. If you want to build the ecosystem GTM function that becomes a model for the industry, let's talk.