Specialist Seller – Databricks

WHAT YOU'LL OWN

• Revenue ownership — Databricks West India: Build and execute a territory plan covering Mumbai and surrounding West India enterprise accounts. Own the full Databricks ARR number — software licenses, co-term expansions, and attached Lauren implementation services.
• Tri-party co-sell execution: Run coordinated selling motions with Databricks field AEs and AWS Account Managers and Azure Account managers. Register opportunities in both Partner Central (ACE) and the Databricks Partner Portal. Leverage MDF and PoC credits to compress deal cycles.
• Pipeline generation: Self-generate 3–4x pipeline coverage through executive prospecting, Databricks field referrals, AWS co-sell leads, and Lauren's existing install base. Target CDOs, VP Analytics, Chief Data Engineers, and CIO/CTO offices.
• Solution + services bundling: Package Databricks platform licenses with Lauren's data engineering, MLOps, and GenAI implementation services. Own the combined commercial proposal and maintain gross-margin integrity on the services component.
• PoC and value engineering: Work with Lauren's solution architects to land PoCs using Databricks Solution Accelerators (PoC in as little as 2 weeks). Translate technical outcomes into business ROI narratives for CFO and CIO-level conversations.
• Forecast discipline and CRM hygiene: Maintain weekly-updated opportunity data in Freshsales and Partner Central. Deliver a credible weekly forecast with stage confidence, close-date rationale, and clear next steps.
• Market presence: Represent Lauren at Databricks Data + AI events, AWS Summits, and industry forums in Mumbai. Build a personal brand as the Lakehouse authority in West India enterprise circles.

WHAT WE'RE LOOKING FOR

Must-Have

• 4–8 years of enterprise B2B technology sales in data platforms, analytics, or cloud infrastructure
• Demonstrated track record of closing ₹50 Lakh+ software deals with enterprise accounts
• Prior experience selling Databricks, Snowflake, Cloudera, or a comparable data platform — as a vendor or SI/consulting partner
• Active Mumbai / West India enterprise network across BFSI, consumer tech, or manufacturing
• Comfort navigating complex, multi-stakeholder sales cycles — CDO, CIO, VP Data Engineering, Procurement
• Familiarity with partner/reseller selling motions, not just vendor-direct

Databricks / Platform Knowledge Databricks Lakehouse · Delta Lake · Unity Catalog · Databricks SQL · MLflow · Apache Spark · Databricks on AWS · Lakeflow Pipelines · Delta Sharing

Strong Advantage

• AWS co-sell experience — Partner Central, ACE, joint selling with AWS Account Managers
• Prior selling into BFSI (HDFC, Axis, SBI, Bajaj Finserv) or manufacturing enterprise accounts
• Prior stint at an AWS or Databricks ISV / consulting partner (not just vendor-direct)
• Familiarity with GenAI application layer — RAG pipelines, LLM fine-tuning, AI agents on Databricks
• Understanding of data governance and DPDP compliance framing for India enterprise
• Databricks Accreditations — Sales Foundations or Platform Associate

LAUREN'S PARTNER CREDENTIALS — YOUR COMPETITIVE MOAT

Credential

What It Unlocks

Databricks Consulting Partner

Deal registration, MDF, joint GTM with Databricks field

AWS Advanced Consulting Partner

ACE co-sell pipeline, AWS co-funding, joint account mapping

AWS GenAI Competency

Credibility in AI-led Databricks conversations; rare in India

CMMI Level 3 Appraised

Enterprise-grade delivery assurance for large accounts