Sr. Technology Partner Director, Security & Observability ISV Partnerships

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At Databricks, we are obsessed with enabling data teams to solve the world's toughest problems, from security threat detection to cancer drug development. We do this by building and running the world's best data and AI infrastructure platform, so our customers can focus on the high-value challenges that are central to their own missions.

Founded in 2013 by the original creators of Apache Spark, Databricks has grown from a tiny corner office in Berkeley, CA to a global organization with over 8,000 employees. Thousands of organizations, from small startups to Fortune 100, trust Databricks with their mission-critical workloads, making us one of the fastest-growing SaaS companies in the world and one of the top 5 move valuable private companies.

About the role

As the Head of Security & Observability ISV Partnerships, you will be responsible for recruiting, developing, and scaling a global partner ecosystem that makes Databricks the best place to run data-and-AI-intensive security and observability workloads.

You will own strategy and execution with top ISVs across cybersecurity (identity, endpoint, governance, compliance, data protection, threat detection) and observability (logging, monitoring, APM, telemetry) - building integrations, co-creating joint GTM plays, and helping our field and customers realize the value of combining Databricks with leading security and observability partners.

We are looking for someone who has "seen the movie" on what works and what doesn't at one or more hyperscalers and, ideally, has also worked at a leading cybersecurity or observability ISV. The role demands both technical and GTM acumen - able to work with Product and Engineering teams on integrations across identity, governance, logging, and monitoring, as well as with Sales and Marketing teams on go-to-market execution.

It is a fast-paced, cross-functional role requiring strong communication, prioritization, and presentation skills, and the ability to quickly context-switch between product, engineering, and field conversations.

Success will require deep subject matter expertise in large-scale technology ecosystems, coupled with a scrappy, entrepreneurial spirit to build high-quality programs that establish Databricks as the best place to run security and observability workloads for years to come.

The impact you'll have

• Define and execute Databricks' security and observability ISV partnership strategy, including segmentation, prioritization, and success metrics.
• Own executive and working-level relationships with top security and observability ISVs to drive integrations and joint field execution.
• Partner with Product and Security/Trust teams to design, validate, and launch integrations that enhance governance, compliance, security, and observability for Databricks customers.
• Build joint value propositions and scalable GTM motions with ISVs that resonate with CISOs, compliance officers, observability leaders, and data practitioners.
• Partner with Sales leadership to design and land co-sell plays, enablement, and incentives that bring joint solutions to market.
• Drive co-marketing initiatives and category-level campaigns with Marketing to generate joint demand.
• Represent Databricks externally with partners, customers, and industry forums.
• Advocate internally for partner and customer needs, influencing product roadmap and GTM strategy.

What we look for

• 10+ years in product partnerships, business development, or partner management, including 7+ years focused on security, observability, or cloud ecosystems.
• Proven success launching ISV integrations and GTM motions in security and/or observability with hyperscalers, with a track record of delivering measurable partner-sourced or partner-influenced revenue.
• Deep understanding and network across cybersecurity and observability ecosystems - identity, governance, compliance, threat detection, data protection, logging, monitoring, and APM, and ability to develop joint value propositions that resonate with technical and business decision-makers alike.
• Strong cross-functional leadership skills - able to influence Product, Engineering, Sales, Marketing, and Security/Trust teams.
• Experience navigating co-opetition dynamics and sensitive partner relationships.
• Excellent written, verbal, and presentation skills - able to build crisp narratives for executive and C-level audiences.
• Grit, humility, and the ability to operate in a high-growth, founder-led environment.
• Bachelor's degree in Computer Science, Engineering, or a related field; or equivalent practical experience.

Most of all, we look for relentless problem solvers and will consider candidates with non-traditional backgrounds.

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.

Zone 1 Pay Range $178,800 - $245,850 USD

Pay Range Transparency

Zone 2 Pay Range $161,000 - $221,300 USD

Pay Range Transparency

Zone 3 Pay Range $152,000 - $209,000 USD

Benefits

At Databricks, we strive to provide comprehensive benefits and perks that meet the needs of all of our employees. For specific details on the benefits offered in your region

Compliance

If access to export-controlled technology or source code is required for performance of job duties, it is within Employer's discretion whether to apply for a U.S. government license for such positions, and Employer may decline to proceed with an applicant on this basis alone.