KMS Technology is a global AI firm helping enterprises modernize how work gets done through AI. We focus on intelligent workflows, cloud, data, and AI-native solutions. We partner with healthcare innovators, high-growth ISVs, and enterprises to design and build scalable platforms, modern applications, and agentic workflow systems that drive business outcomes.
Headquartered in Atlanta with global delivery centers across Vietnam, Mexico, and Poland, KMS combines deep AI engineering expertise with agility, and speed to help organizations accelerate innovation and re-architect enterprise operations for the AI-first era.
Backed by strategic investment from Sunstone Partners, KMS is a next-generation technology partner focused on workflow modernization, AI enablement, data fabric strategies, and outcome-driven transformation. Through strong partnerships with AWS, Databricks, and leading ecosystem players, we help clients unlock the full value of AI, cloud, and intelligent automation.
At KMS, our people-first culture is rooted in technical excellence, entrepreneurial thinking, and customer impact. We foster an environment where talented professionals can innovate, grow, and help shape the future of digital transformation.
Position OverviewWe are seeking a high-impact, relationship-driven Databricks Partner Development Manager to lead and scale our strategic partnership within the Databricks ecosystem. This is a senior individual contributor role focused on driving alliance growth, increasing market visibility, unlocking partner-funded opportunities, and elevating KMS’s standing within the Databricks partner ecosystem.
The ideal candidate has deep experience managing hyperscaler or data platform alliances, understands the Databricks ecosystem and GTM motion, and possesses a strong network across Databricks sales, partner, and solution engineering organizations.
Key ResponsibilitiesStrategic Alliance Development- Develop and manage an annual Joint Business Plan (JBP) with Databricks leadership, including pipeline, bookings, certifications, competencies, and GTM objectives
- Own and expand the strategic partnership relationship with Databricks across sales, alliances, marketing, and field leadership.
- Develop and execute a multi-year Databricks ecosystem growth strategy aligned to KMS revenue and AI transformation goals.
- Identify and drive initiatives that elevate partner tier/status, competencies, certifications, and co-sell alignment within the Databricks ecosystem.
- Build executive-level relationships with Databricks regional leaders, account executives, partner managers, and solution architects.
- Lead Strategic Account Mapping exercises with Databricks Field Team
- Identify, source, and influence co-sell opportunities with Databricks field teams.
- Create pathways to partner-funded programs including workshops, assessments, migration initiatives, accelerators, and innovation engagements.
- Drive partner-sourced and partner-influenced pipeline through account mapping, Joint opportunity planning, strategic pursuits and co-ordinated field engagement with Databricks sales team.
- Position KMS as a premier Databricks implementation, AI, and data engineering partner.
- Coordinate joint GTM motions including webinars, customer events, executive briefings, industry campaigns, and marketplace initiatives.
- Monitor Databricks ecosystem trends, partner priorities, funding programs, and strategic initiatives to identify new growth opportunities.
- Represent KMS at Databricks events, partner summits, conferences, and industry forums.
- Establish executive governance through executive interlocks, and regional operating cadences.
- Partner with delivery, architecture, marketing, and sales teams to develop repeatable offerings aligned to Databricks priorities.
- Develop repeatable Co-sell motion and sales play focussed on Help shape solution accelerators and service offerings around AI, data modernization, lakehouse transformation, analytics, and enterprise AI.
- Drive internal enablement around Databricks messaging, programs, certifications, and competitive positioning.
- Establish KPIs and executive reporting around alliance performance, pipeline contribution, certifications, and partner engagement.
RequirementsRequired Experience
- 7+ years of experience in strategic alliances, partner development, ecosystem management, or enterprise technology sales.
- Direct experience managing or growing partnerships with Databricks, hyperscalers, or major cloud/data platform ecosystems.
- Demonstrated success driving co-sell revenue, partner-sourced pipeline, and ecosystem growth exceeding $10M+ annually.
- Strong understanding of enterprise data, analytics, AI/ML, cloud modernization, and digital transformation initiatives.
- Experience navigating complex enterprise sales organizations and executive stakeholder environments.
- Experience developing Joint Business Plans, executive governance models, and co-sell operating frameworks.
- Proven ability to influence without authority across sales, delivery, and executive leadership teams.
- Experience working within Global Systems Integrators, consulting firms, or technology services organizations
- Existing network and relationships within the Databricks field organization.
- Experience working within consulting, professional services, systems integrators, or technology services organizations.
- Familiarity with partner program structures, MDF/funding mechanisms, competency programs, and marketplace strategies.
- Understanding of modern data architectures including Lakehouse, AI platforms, GenAI, data engineering, and cloud-native analytics.
- Increase sourced and influenced Databricks-related pipeline.
- Expand executive alignment and field engagement with Databricks leadership.
- Unlock partner-funded opportunities and joint GTM investments.
- Improve partner tier/status and ecosystem visibility.
- Position KMS as a recognized strategic Databricks services partner in AI and data transformation.
BenefitsWhy Join KMS
This is a unique opportunity to help shape a high-growth AI and data transformation practice while building one of KMS Technology’s most strategic ecosystem partnerships. You will work alongside executive leadership and play a pivotal role in driving market impact, revenue growth, and ecosystem influence.
Why You’ll Love It HereKMS has been named a Best Place to Work by the Atlanta Business Chronicle and a thirteenth-time Best & Brightest Company to Work For®. We offer:
- 100% company-paid Medical, Dental & Vision insurance
- 401(k) with generous company match
- Pre-tax FSA options
- Employer Paid Short Term Disability, Long Term Disability, and Basic Life Insurance
- Self-managed Unlimited PTO + Paid Parental Leave
- Remote/hybrid flexibility
- Opportunities for career growth, mentorship, and leadership
- Target OTE + Benefits is $250,000 - $300,000 annually
If you thrive in high-stakes conversations, love solving business-critical challenges, and want to sell services that truly drive impact—we want to meet you.
KMS Technology is proud to be an equal opportunity employer. We value diverse perspectives and are committed to building an inclusive environment for all employees. We do not discriminate in hiring or any employment decision based on race, color, genetic profile, religion, national origin, age, sex (including pregnancy, childbirth, or related medical conditions), martial status, ancestry, physical or mental disability, genetic information, veteran status, gender identity or expression, sexual orientation, or other characteristics protected by law.
Skills Required
- 7+ years of experience in strategic alliances or enterprise technology sales
- Direct experience managing or growing partnerships with Databricks
- Success driving co-sell revenue exceeding $10M annually
- Strong understanding of enterprise data, AI, and cloud modernization
- Experience in developing Joint Business Plans and co-sell frameworks
KMS Technology Compensation & Benefits Highlights
The following summarizes recurring compensation and benefits themes identified from responses generated by popular LLMs to common candidate questions about KMS Technology and has not been reviewed or approved by KMS Technology.
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Fair & Transparent Compensation — Pay is framed as fair-to-good within local market bands, with structured ranges that support predictable expectations by role and geography.
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Healthcare Strength — Health coverage is described as robust, including employer-paid medical/dental/vision in the U.S. and premium healthcare for employees and dependents in Vietnam.
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Leave & Time Off Breadth — Time-off policies are positioned as flexible through self-managed or unlimited PTO in U.S. roles, alongside paid holidays and sick leave references.
KMS Technology Insights
What We Do
KMS provides services across the software development lifecycle through partnerships with clients ranging from start-ups to large technology companies. We are a leading provider of offshore product development, software testing, and consulting services. Our infrastructure, methodology, team design, employee profile and client relationship models are designed to maximize the success of our clients in which we can help reduce time to market and increase quality. Most importantly, our culture is defined to encourage our highly experienced teams to deliver innovative solutions that don’t just meet our client’s needs, but also exceed their expectations. Our objective with our clients is to collaboratively build success stories. With every client's engagement, we expect both KMS and our clients to share stories of successful projects, products and relationships that we grow and develop each day. We are proud to say that since the start of KMS, we have had 100% success rate with each client we have worked with.
Why Work With Us
We Hire The Best We don’t just recruit the best locally, we hire the best globally. As an offshoring company with deep roots in Vietnam, we have access to the world’s top software talent—while providing an onshore presence from our Atlanta-based executive team. Our nearshore presence in Mexico provides additional development support.
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