Partner Sales & Pre-sales Enablement Lead

SLSQ327R509

Partner Sales & Pre-sales Enablement Lead

Databricks is a partner-first company. Our exponential growth is fueled by the success of our partner ecosystem, and this role is crucial to how we scale and leverage that ecosystem to drive non-linear growth through world-class enablement programs.

This role sits within the Partner Enablement team in our Field Engineering organization, whose vision is to activate and accelerate the value our customers get from their data and AI. The Partner Enablement team extends this vision by accelerating the value our partners get from aligning with Databricks. With a partner-first mission across Consulting & Systems Integrators (C&SI), Independent Software Vendors (ISV), and Cloud partners, we align on these priorities:

• Equip partners with the skills to ensure consistently high-quality delivery across the ecosystem
• Grow the size of the partner ecosystem. Accelerate sales excellence with a focus on scaling partner-sourced pipeline generation
• Strengthen partner capabilities in GTM Priorities
• Create a seamless, high-impact learning experience that helps partners find, personalize, and consume the right content

As the Partner Presales Enablement Lead, you will design and deliver enablement that builds genuine presales-level technical proficiency across our partner ecosystem — equipping ISV partners to sell and position their offerings alongside Databricks, and enabling C&SI presales teams (Solution Architects, Technical Account Managers, Sales Engineers, etc.) to scope, demo, and win Data & AI opportunities with confidence. You will translate technical products and features into meaningful business-value messaging while going deep enough technically to earn the trust of a presales audience.

You have an AI-builder mindset and are a self-starter who excels in a high-growth environment. You have strong project management skills to run multi-channel enablement programs, and your success is measured by the impact of your enablement solutions, your cross-functional collaboration, and technical knowledge.

Key Responsibilities

• Design Presales Enablement Programs: Architect enablement programs that build hands-on, presales-grade technical proficiency. In collaboration with Subject Matter Experts, define end-to-end learning paths spanning curriculum, assessments, and success metrics.
• Enable Both ISV and C&SI Presales Personas: Educate ISV partners on how to effectively sell and position their offerings with Databricks, and equip C&SI presales teams to scope, demo, and technically qualify joint opportunities. Ensure Databricks and partner selling teams are enabled and aligned on joint offerings mapped to business outcomes.
• Strategic Alignment: Partner with leadership and partner-facing teams to identify critical skills gaps and translate business requirements into high-impact enablement initiatives.
• Program & Roadmap Leadership: Own the roadmap. Presales enablement programs, including large-scale learning events, curriculum, and enablement strategies. Improve existing partner programs and launch new programs across multiple channels.
• Performance Accountability: Drive results for your partner portfolio — knowledge, badging, partner engagements, and consumption — maintaining full ownership of metrics such as training completion and certification targets.
• Data-Driven Insights: Monitor and analyze KPIs (accreditations, net new learners acquired, program impact) with a close feedback loop to L&E leaders, partner leaders, and partners, to continuously optimize enablement effectiveness.
• Quality Assurance & Coaching: Oversee the technical integrity of programs across the team, and evaluate and coach cross-functional training resources to ensure best-in-class delivery.

Minimum Qualifications

• Experience: 10+ years developing and scaling technical and/or GTM enablement programs within a global enterprise tech ecosystem or B2B SaaS company.
• Presales/Technical Sales Background: A technical software sales, presales, or solutions-engineering background with a proven track record — you've worked directly with customers and partners and can hold a technically credible conversation with a presales audience.
• Technical Credibility: Deep expertise in Data & AI technologies (Data Warehousing, Data Transformation, ML, and Generative AI), backed by a proven track record of hands-on delivery for end customers. Industry certification in at least one of these domains is strongly preferred.
• Ecosystem Knowledge: Strong understanding of both the ISV ecosystem (tech partners, data partners, built-ons/OEMs) and the Consulting & Systems Integrator (C&SI) business model, and how technical partners go to market.
• Program Management: Proven track record managing technical competency models and learning journeys for large, geographically dispersed teams, and scoping, communicating, and delivering cross-functional projects on time and within budget.
• Systems: Experience with learning, content-management, and reporting systems, including creating and launching field-ready enablement content in a Learning Management System (LMS).
• Communication: Exceptional verbal and written communication skills with the ability to influence senior cross-functional stakeholders across enablement, industry, value, marketing, and partner teams.

Preferred Qualifications

• Bachelor's degree in a technical discipline or equivalent practical experience.
• Strong background in the data and AI landscape.
• Experience scaling technical enablement within Hyperscaler environments (AWS, Azure, or GCP) or similar high-growth cloud partner ecosystems.
• Prior experience as part of a technical delivery team implementing Data & AI projects for external clients.