Your role will focus on driving consumption growth and balance among each of the clouds we support, expanding the usage of cloud funding, enhancing collaboration between Databricks and Cloud partners, and driving mutual growth through effective co-selling strategies and partner enablement.

Achieving success in this role will require strong project management skills, excellent communication, and the ability to analyze complex challenges.

Key Responsibilities:

• GTM Enablement/Alignment: Collaborate with partner marketing and enablement to provide resources for Databricks AEs, manage SFDC hygiene and reporting for GTM programs, and ensure Sales Development has the necessary assets to qualify and triage marketing leads sourced by cloud partners.

• Cloud Investment Support: Drive scaled, proactive outreach and enablement to accounts eligible for cloud investment, establish templatized/automated outreach sequences, provide support for mid-size deals, and lead live-field enablement campaigns to maximize self-service and low-touch credit attach rates.

• Co-Sell Alignment and Execution: Drive the execution of AE co-sell interlock through a scalable engagement model, by proactively engaging sellers to maintain alignment, provide stage-appropriate assets for enablement, and track/report on target account health and progression.

• Pipeline Development and Enablement: Coordinate pipeline development programs between cloud demand generation, inside sales, and Databricks Sales Development teams, drive enablement and activation through asset development, field enablement, and target account profiling, and establish qualification criteria for cloud-led pipeline generation to ensure high-quality referrals.

What We Look For:

• Bachelor's Degree and 2+ years of sales or partnership experience

• Technical Expertise: Proficient in technical aspects related to cloud computing, cloud partnerships, and data management.

• Relationship Oriented: Committed to fostering and maintaining long-term relationships with strategic business partners through strategy-building and effective communication.

• Strategic Collaboration: Demonstrate exceptional ability to collaborate across cross-functional teams, fostering alignment and driving business outcomes through effective communication and strategic planning

• Proactive Business Ownership: Proactively own business outcomes by anticipating challenges, identifying opportunities, and driving strategic initiatives to enhance efficiency and drive revenue/increase consumption.

• Excellent written and verbal communication skills: Proven ability to convey complex ideas clearly and concisely to diverse audiences, including stakeholders at all organizational levels.

• Strong problem-solving skills: Demonstrated ability to analyze complex challenges and experience in applying critical thinking and strategic analysis to overcome obstacles and achieve desired outcomes.

• Project Management: Expertise in managing multiple projects with competing deadlines in fast-paced, high-pressure settings. Strong organizational and time management skills, with the ability to prioritize tasks based on urgency and business impact.

Pay Range Transparency Databricks is committed to fair and equitable compensation practices. The pay range(s) for this role is listed below and represents the expected salary range for non-commissionable roles or on-target earnings for commissionable roles. Actual compensation packages are based on several factors that are unique to each candidate, including but not limited to job-related skills, depth of experience, relevant certifications and training, and specific work location. Based on the factors above, Databricks anticipates utilizing the full width of the range. The total compensation package for this position may also include eligibility for annual performance bonus, equity, and the benefits listed above. For more information regarding which range your location is in visit our page here. Local Pay Range $112,500-$123,800 USD

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At Mistral AI, we believe in the power of AI to simplify tasks, save time, and enhance learning and creativity. Our technology is designed to integrate seamlessly into daily working life.

We are looking for a Strategic Partner Lead for our SAP partnership in Germany to join our first-on-the-ground Germany Partner GTM team. This role will be instrumental in driving the strategy and execution for our SAP partnership globally.

Responsibilities

• Build strategic partnership plans and executive relationships
• Negotiate or enhance partnership agreements and contracts, ensuring they are mutually beneficial and align with our company's interests
• Develop and execute strategic plans to drive pipeline and co-selling activities with SAP in Europe, APAC and the US
• Own end-to-end partnership responsibilities including financial business outcomes, co-sell, technical integrations, joint marketing campaigns, etc.
• Develop and drive Mistral on SAP offerings including Sovereign AI
• Expand the partnership within SAP to new product teams, industry sales teams, etc.
• Align partner executive stakeholders to key Mistral executive counterparts

Execute SAP plans to drive results

• Execute strategic partnership plans to achieve pipeline and revenue results as a critical part of the Global GTM team
• Serve as a point of escalation to help resolve field conflicts using your network of key contacts within both companies as well as your knowledge of each company’s strategic priorities
• Lead the development and communication of the partnership performance analysis, including financial performance, agreed metrics, and related insights
• Provide enablement and support to strategic partners to ensure they are effectively promoting and selling our products or services

Company Builder and Collaborator

• Collaborate with cross-functional teams to ensure the successful implementation of partnership initiatives
• Work with Mistral engineering and products team to help advance the customer experience for Mistral’s models and tools on SAP’s platform, including defining new routes to market through the SAP partnership
• Develop a strong collaboration with Mistral’s GTM team to help drive pipeline and help advance opportunities to closure
• Align SAP Global and regional sales teams with Mistral’s sales counterparts and facilitate a regular MBR cadence

Requirements

• Bachelor's degree in Business, Marketing, Information Technology, or a related field. An MBA or related advanced degree is preferred.
• Minimum of 10 years of experience in GTM roles with 5+ years experience in partner management, business development or sales roles.
• Deep knowledge and past experience working in the specific SAP ecosystem (organizational structure, relationships, offerings), preferably with the SAP AI teams.
• Understanding of Sovereign AI partnerships and offerings
• Ideally, a strong network at global level within SAP’s partner organizations.
• Knowledge of the SAP partner ecosystem and the sales motion between SAP and it partners
• Excellent negotiation, communication, and interpersonal skills.
• Strong understanding of the technology or software industry, with a focus on Cloud partnerships.
• Ability to travel as needed to meet with strategic partners and attend industry events.
• Strong analytical skills, with the ability to monitor and analyze partnership performance and provide actionable insights.
• Builder and self-starter with the ability to work independently and as part of a team.

What we offer

• Competitive cash salary and equity
• Food: 150€ Monthly meal allowance
• Sport: Monthly contribution to a Gympass subscription
• Transportation: Monthly contribution to your mobility (parking charges or public transport)
• Parental: Generous parental leave policy
• Visa sponsorship

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At Mistral AI, we believe in the power of AI to simplify tasks, save time, and enhance learning and creativity. Our technology is designed to integrate seamlessly into daily working life.

We are a dynamic team passionate about AI and its potential to transform society. Our diverse workforce thrives in competitive environments and is committed to driving innovation.

Role Summary

As part of our rapid global expansion, we are looking for a Strategic Partner Lead for our SAP partnership in Germany to join our first-on-the-ground Germany Partner GTM team.

In this role, you will be instrumental in driving the strategy and execution for our SAP partnership globally!

Responsibilities

Build strategic partnership plans and executive relationships: Negotiate or enhance partnership agreements and contracts, ensuring they are mutually beneficial and align with our company's interests. Develop and execute strategic plans to drive pipeline and co-selling activities with SAP in Europe, APAC, and the US. Own end-to-end partnership responsibilities, including financial business outcomes, co-sell, technical integrations, joint marketing campaigns, etc. Develop and drive Mistral on SAP offerings, including Sovereign AI. Expand the partnership within SAP to new product teams, industry sales teams, etc. Align partner executive stakeholders to key Mistral executive counterparts.

Execute SAP plans to drive results: Execute strategic partnership plans to achieve pipeline and revenue results as a critical part of the Global GTM team. Serve as a point of escalation to help resolve field conflicts using your network of key contacts within both companies as well as your knowledge of each company's strategic priorities. Lead the development and communication of the partnership performance analysis, including financial performance, agreed metrics, and related insights. Provide enablement and support to strategic partners to ensure they are effectively promoting and selling our products or services.

Company Builder and Collaborator: Collaborate with cross-functional teams to ensure the successful implementation of partnership initiatives. Work with Mistral engineering and products team to help advance the customer experience for Mistral's models and tools on SAP's platform, including defining new routes to market through the SAP partnership. Develop a strong collaboration with Mistral's GTM team to help drive pipeline and help advance opportunities to closure. Align SAP Global and regional sales teams with Mistral's sales counterparts and facilitate a regular MBR cadence.

Who You Are

Bachelor's degree in Business, Marketing, Information Technology, or a related field. An MBA or related advanced degree is preferred. Minimum of 10 years of experience in GTM roles with 5+ years experience in partner management, business development, or sales roles. Deep knowledge and past experience working in the specific SAP ecosystem (organizational structure, relationships, offerings), preferably with the SAP AI teams. Understanding of Sovereign AI partnerships and offerings. Ideally, a strong network at global level within SAP's partner organizations. Knowledge of the SAP partner ecosystem and the sales motion between SAP and its partners. Excellent negotiation, communication, and interpersonal skills. Strong understanding of the technology or software industry, with a focus on Cloud partnerships. Ability to travel as needed to meet with strategic partners and attend industry events. Strong analytical skills, with the ability to monitor and analyze partnership performance and provide actionable insights. Builder and self-starter with the ability to work independently and as part of a team.

What We Offer

💰 Competitive cash salary and equity

🥕 Food: 150€ Monthly meal allowance

🥎 Sport: Monthly contribution to a Gympass subscription

🚴 Transportation: Monthly contribution to your mobility (parking charges or public transport)

🍼 Parental: Generous parental leave policy

🌎 Visa sponsorship

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