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