Head of Security & Observability ISV Partnerships

📋 Description

• 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.

🎯 Requirements

• 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.

🎁 Benefits

• Zone 1 Pay Range: 191,100 – 267,450 USD
• Zone 2 Pay Range: 171,900 – 240,675 USD
• Benefits vary by region; details at mybenefitsnow.com/databricks