This individual contributor role sits at the intersection of data and AI strategy, industry transformation, and executive relationship-building, working closely with C-level leaders to drive multi-year change on the data platform while representing real-world needs back into Databricks.

Key responsibilities include:

• Building and maintaining trusted-advisor relationships with C-level executives in large US-based and global accounts, especially in highly regulated industries.
• Cultivating a strong social and professional network across customer executives, boards, key industry bodies, and partners.
• Shaping executive thinking on modern data and AI architectures, with emphasis on Lakehouse and data platform modernization as the primary lever for long-term Gen AI impact.
• Leading C-level briefings, strategy sessions, and multi-day workshops that connect business outcomes, regulatory constraints, and operating model change to concrete Databricks-based roadmaps.
• Serving as a deep technical counterpart in the field, maintaining L200–L300 proficiency across Databricks products and being able to credibly engage architects, data engineers, and data scientists on solution design and trade-offs.
• Generalizing patterns from the field into reusable reference architectures, industry blueprints, and best practices for regulated industries, and sharing them through blogs, webinars, whitepapers, and conference keynotes.
• Orchestrating the broader ecosystem (cloud providers, GSIs, consultancies, ISVs) around customer objectives, ensuring Databricks is at the center of multi-year transformation programs rather than isolated projects.
• Partnering with Account Executives, Solutions Architects, Industry Leads, and Product Specialists to drive complex, multi-year sales cycles, securing platform decisions and expansions while influencing ACV and consumption growth.
• Providing structured, prioritized feedback from strategic customers into Product, Engineering, and Field leadership to influence product roadmap, especially around data, governance, security, and regulated-industry requirements.
• Mentoring senior Field Engineering and industry-focused talent, contributing to a pipeline of principal- and CTO-level leaders and codifying ways of working for complex, regulated accounts.

Requirements include:

• 15+ years of experience spanning enterprise technology and consulting, including leading or advising on multi-year data platform and analytics transformations in large, complex organizations.
• Significant time spent inside a large enterprise software or cloud company in roles that required navigating matrixed organizations and driving change at scale, combined with direct industry exposure rather than a career spent solely in horizontal software.
• Experience in or with regulated industries, with familiarity with regulatory and compliance considerations affecting data and AI platforms.
• A background that blends hands-on technology and architecture work on data platforms and analytics, organizational and operating model change, executive consulting or advisory, and proven ability to operate as a highly credible peer to C-level executives.
• Strong, proactive networker who is naturally curious about which associations, councils, and forums matter for a given customer set, and who uses those networks to create new executive entry points and opportunities.
• Demonstrated longevity and impact in prior roles, with evidence of building and sustaining long-term customer relationships and programs rather than frequent short stints.

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Responsibilities:

• Own the vision, strategy, and execution of Cresta's global partner marketing function, building scalable programs that drive partner-sourced and partner-influenced pipeline
• Design and operationalize a partner marketing model that supports multiple partner types, products, segments, and geographies
• Develop partnership-specific messaging frameworks, joint value propositions, and supporting collateral that enable partners to effectively position and sell joint solutions
• Partner closely with partner enablement to create and govern enablement programs, content hubs, and self-serve resources that support partner success
• Analyze partner pipeline performance and win/loss dynamics to identify gaps, remove roadblocks, and unlock new growth opportunities across the partner ecosystem
• Provide a data-driven point of view to influence product roadmap priorities based on partner feedback, deal insights, and market opportunity
• Establish KPI frameworks, dashboards, and operating cadences to measure partner marketing impact and inform decision-making
• Collaborate with RevOps and IT to evolve CRM, PRM, and marketing automation workflows that support partner motions at scale
• Act as a cross-functional leader and connector across sales, marketing, product, and partnerships to ensure tight GTM alignment

Qualifications:

• 8+ years of experience in partner marketing within a SaaS or B2B technology company
• Proven success building and scaling partner marketing programs that drive measurable pipeline and revenue impact
• Strong understanding of SaaS partner motions, including ISVs, SIs, GSIs, cloud marketplaces, and strategic alliances
• Highly data-driven, with deep experience in pipeline metrics, attribution, ROI, and performance reporting
• Executive-level communication skills with the ability to influence senior stakeholders across functions
• Demonstrated ability to operate in ambiguous environments, build from zero, and scale programs as the business grows
• Coachable, resilient, and highly motivated to drive outcomes

Perks & Benefits:

• Comprehensive medical, dental, and vision coverage with plans to fit you and your family
• Flexible PTO to take the time you need, when you need it
• Paid parental leave for all new parents welcoming a new child
• Retirement savings plan to help you plan for the future
• Remote work setup budget to help you create a productive home office
• Monthly wellness and communication stipend to keep you connected and balanced
• In-office meal program and commuter benefits provided for onsite employees
• Competitive, location-based pay that reflects the market and what each individual brings to the table
• Total compensation includes equity and a comprehensive benefits package for you and your family
• Salary Range: $180,000 - 220,000 + Equity

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You'll focus on selling directly to partners to ensure Anthropic's AI capabilities are delivered within their own solutions and service offerings. Working closely with GTM, product, and marketing teams, you'll help these partners understand and implement our technology while driving significant revenue growth.

Key responsibilities include:

• Winning new business and driving revenue for Anthropic by directly selling to Systems Integrators and ISVs in the public sector space, owning the full sales cycle from prospecting through close
• Identifying net-new revenue by selling to SIs with prime contracts, helping them integrate AI into their technology stack and consulting practices to differentiate their offerings, accelerate delivery, and win more competitive bids
• Navigating complex technical sales conversations with partners' engineering and product teams
• Working with partners' technical teams to ensure successful implementation, adoption, and deployment of Anthropic's AI capabilities into their solutions
• Coordinating with cloud providers (AWS, GCP) to align technical and commercial aspects of deals
• Building deep relationships with key decision makers within partner organizations
• Providing market intelligence and partner feedback to product teams to influence our roadmap and feature development
• Creating and maintaining sales playbooks specific to SI and ISV sales motions
• Tracking and forecasting sales pipeline specific to the partner segment

Requirements include:

• 7+ years of enterprise sales experience selling directly to Systems Integrators and ISVs
• Security clearances preferred
• Strong track record of closing complex technical sales to partner organizations
• Deep understanding of SI and ISV business models, buying processes, and technology evaluation criteria
• Experience navigating technical requirements and security standards specific to public sector implementations
• Proven ability to exceed revenue targets in partner-focused sales roles
• Strong technical acumen and ability to engage with partners' engineering teams
• Experience coordinating with cloud providers in complex deal scenarios
• Excellent communication skills and ability to present to both technical and business audiences
• Strategic thinking combined with hands-on sales execution capabilities
• Understanding of public sector procurement processes and how partners operate within them
• A passion for safe and ethical AI development, with the ability to articulate its technical value to partner organizations

The annual compensation range for this role is $360,000-$435,000 USD.

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This is not a role for someone who wants to inherit a playbook. As the Go-to-Market Leader for EMEA Retail & Consumer Goods, you will architect and execute a category-defining strategy from the ground up. You'll operate with the mindset of a founder of a hyper-growth enterprise,a rare opportunity that demands entrepreneurial instincts, relentless drive, and the courage to build in ambiguity.

Databricks is scaling at extraordinary speed. Databricks is the market share leader in data + AI in Retail & Consumer Goods, and this vertical represents one of the most significant growth opportunities in our portfolio. We need a leader who thrives in white space, who sees undefined territory not as risk but as canvas.

You will shape how EMEA's largest retailers and consumer brands harness Data and AI to transform their operations, unlock new revenue streams, and reimagine customer experiences. You will report to the Global VP of Consumer Industries, but your impact will extend across the entire organization,influencing product direction, shaping partner ecosystems, and setting the strategic agenda for one of our most consequential markets.

The impact you will have:

A Scalable EMEA Growth Engine Design and execute a go-to-market strategy that doesn't yet exist in its final form. You'll establish C-level relationships with flagship accounts, construct an ecosystem of ISVs, SIs, and alliance partners, and create repeatable motions that accelerate revenue growth across Retail, Consumer Goods, Restaurants, and Wholesale.

Programmatic Opportunity Capture Identify the highest-value use cases and industry-specific opportunities,demand forecasting, unified customer intelligence, supply chain optimization, real-time pricing,and build scalable programs that systematically convert these opportunities into revenue. You won't pursue targets one at a time; you'll construct the engines, assets, and activation frameworks that allow us to capture entire categories of opportunity across the region simultaneously.

A Partner Ecosystem from First Principles Identify, cultivate, and scale relationships with the partners who will amplify our reach. This isn't about managing existing relationships,it's about seeing what partnerships should exist and making them real.

Data-Driven Operational Excellence Use rigorous analysis to surface gaps, inefficiencies, and untapped opportunities within our go-to-market approach. Build the feedback loops and improvement mechanisms that compound our effectiveness over time.

Sales Plays That Travel Create comprehensive, scalable sales initiatives tailored to EMEA's diverse geographies while contributing frameworks that support Americas and APJ. You'll work cross-functionally to ensure these plays move from concept to revenue.

Industry Thought Leadership Establish Databricks as the authoritative voice in Retail & Consumer Goods transformation. Author white papers, command stages at premier industry events, and engage C-suite executives with a point of view that shapes how the market thinks about Data and AI.

Cross-Functional Influence Serve as a trusted advisor across product, sales, pre-sales, marketing, and partner teams. Your credibility will be earned through results, and your influence will extend far beyond your formal remit.

Market-Defining Content Collaborate with marketing to develop industry-specific collateral, demand generation campaigns, and event strategies that resonate with sophisticated enterprise buyers.

Sales Team Acceleration Build enablement content and coaching programs that elevate the entire verticalized sales organization,making others more effective is as important as your direct contributions.

What we look for:

An Industry Insider with Builder DNA You've held senior leadership or practitioner roles in Retail or Consumer Goods. You understand the industry's challenges from the inside,but you're energized by building something new rather than optimizing what exists.

Entrepreneurial by Nature You've operated in environments where the path wasn't paved. You're comfortable making decisions with incomplete information, moving quickly, and course-correcting based on market feedback. Ambiguity is where you do your best work.

A GTM Architect You have extensive experience constructing vertical go-to-market programs on technology platforms, working cross-functionally to deliver measurable revenue growth and customer value.

An Executive Relationship Builder You engage naturally with CXOs and senior business leaders. You create trust through substance, not just polish, and you know how to translate technical capability into strategic business value.

A Transformation Leader You've led large-scale change initiatives and understand both the technical and human dimensions of enterprise transformation in complex organizations.

Technically Fluent You possess deep familiarity with the data and AI landscape, retail technology standards, and the broader ecosystem trends reshaping the industry.

Regulatory Aware You understand the European regulatory environment,GDPR, Greenhouse Gas Compliance, food waste, sustainability reporting,and can navigate these considerations in strategic conversations.

A Program Operator You've managed complex vertical initiatives end-to-end: gathering requirements, coordinating technical teams, driving marketing alignment, and managing partner relationships to hit milestones.

A Force Multiplier You have proven ability to train and enable sales teams, making the entire organization more effective at positioning solutions to Retail & Consumer Goods customers.

Multilingual Fluent in English with strong proficiency in French or German.

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You'll focus on selling directly to partners to ensure Anthropic's AI capabilities are delivered within their own solutions and service offerings. Working closely with GTM, product, and marketing teams, you'll help these partners understand and implement our technology while driving significant revenue growth.

Responsibilities:

• Win new business and drive revenue for Anthropic by directly selling to Systems Integrators and ISVs in the public sector space, owning the full sales cycle from prospecting through close
• Identify net-new revenue by selling to SIs with prime contracts, helping them integrate AI into their technology stack and consulting practices to differentiate their offerings, accelerate delivery, and win more competitive bids
• Navigate complex technical sales conversations with partners' engineering and product teams
• Work with partners' technical teams to ensure successful implementation, adoption and deployment of Anthropic's AI capabilities into their solutions
• Coordinate with cloud providers (AWS, GCP) to align technical and commercial aspects of deals
• Build deep relationships with key decision makers within partner organizations
• Provide market intelligence and partner feedback to product teams to influence our roadmap and feature development
• Create and maintain sales playbooks specific to SI and ISV sales motions
• Track and forecast sales pipeline specific to the partner segment

Requirements:

• 7+ years of enterprise sales experience selling directly to Systems Integrators and ISVs
• Security clearances preferred
• Strong track record of closing complex technical sales to partner organizations
• Deep understanding of SI and ISV business models, buying processes, and technology evaluation criteria
• Experience navigating technical requirements and security standards specific to public sector implementations
• Proven ability to exceed revenue targets in partner-focused sales roles
• Strong technical acumen and ability to engage with partners' engineering teams
• Experience coordinating with cloud providers in complex deal scenarios
• Excellent communication skills and ability to present to both technical and business audiences
• Strategic thinking combined with hands-on sales execution capabilities
• Understanding of public sector procurement processes and how partners operate within them
• A passion for safe and ethical AI development, with the ability to articulate its technical value to partner organizations

Annual Salary: $360,000-$435,000 USD

This is a full-time role with a hybrid policy, requiring at least 25% of the time to be spent in the office. Visa sponsorship is available.

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