The Role
Develops Lantern’s Databricks consulting-services business by generating enterprise pipeline, managing strategic accounts, building partner relationships, leading discovery, shaping data and AI consulting solutions, and closing services engagements. Owns the full sales cycle from qualification through negotiation, contract signature, and delivery transition while managing forecasts, pricing, margins, and partner-sourced opportunities.
Summary Generated by Built In
At Lantern, our company culture stands as the bedrock of our success and a source of pride for our teams. We firmly believe that a culture founded on trust forms the basis for enduring relationships with clients, colleagues, and partners.
Within this culture, we nurture an environment of respect, inclusion, and belonging, fostering collaboration among inspired teams. We prioritize the well-being of our colleagues, the success of our clients, and our positive impact on society.
Embracing a growth mindset where curiosity thrives, we celebrate excellence and value individuals who inspire and mentor others, elevating the collective. Our driving force lies in personal and business growth. We go above and beyond to surprise and delight our clients, delivering tangible business value. In facing challenges, we make tough choices and solve complex problems to positively influence our clients, their customers, and the world at large.
As a Microsoft services partner, we hold ourselves to the highest standards of technical excellence. This commitment to quality is evident not only in our work but also in how we support and empower our employees. At Lantern, our culture mirrors our core values and unwavering dedication to realizing our purpose and vision, making it a dynamic and fulfilling workplace. Together, we transcend the ordinary and achieve extraordinary results.
We are seeking a highly connected and consultative Specialist Sales Lead – Databricks to grow Lantern’s Databricks business. Based in Dallas, Texas, this role will develop net-new opportunities, expand strategic accounts, and position Lantern as a trusted consulting and implementation partner for organizations modernizing their data, analytics, and AI platforms with Databricks.
You will work closely with Databricks sales teams, Lantern account leaders, alliance partners, and delivery specialists to identify demand, shape differentiated solutions, and convert qualified opportunities into profitable consulting engagements. Success requires strong relationships across the Databricks field organization, disciplined pipeline ownership, and the ability to connect client priorities to measurable business outcomes.
The ideal candidate combines proven consulting-services sales experience with practical knowledge of the Databricks Data Intelligence Platform, data modernization, analytics, and AI. This person is comfortable engaging Databricks sellers, enterprise executives, data leaders, and technical stakeholders from initial opportunity through contract signature and transition to delivery.
What You’ll Do - Build and execute a plan that creates net-new Databricks consulting opportunities for Lantern across targeted enterprise accounts.
- Develop and maintain strong relationships with Databricks account executives, solution architects, partner leaders, and regional sales leadership to become a preferred services partner.
- Generate qualified pipeline through partner referrals, account mapping, executive outreach, events, campaigns, and coordinated co-sell motions.
- Lead discovery with business and technology executives to uncover priorities related to data platform modernization, cloud migration, lakehouse architecture, analytics, governance, machine learning, and generative AI.
- Position Lantern’s advisory, architecture, migration, implementation, and managed services capabilities in ways that complement Databricks platform sales and accelerate client outcomes.
- Collaborate with Lantern solution, service line, alliance, marketing, and delivery leaders to shape compelling proposals, statements of work, estimates, and executive presentations.
- Own opportunities through the full sales cycle, including qualification, solution shaping, commercial strategy, negotiation, close, and transition to delivery.
- Maintain accurate opportunity data, pipeline coverage, revenue forecasts, partner activity, and next-step discipline in Lantern’s sales systems.
- Meet or exceed bookings, revenue, margin, pipeline, and partner-sourced opportunity targets.
- Represent Lantern in the Dallas market and broader Databricks ecosystem through executive meetings, joint account planning, industry events, and community engagement.
- Bachelor’s degree in Business, Computer Science, Information Systems, Engineering, or a related field; equivalent relevant experience will be considered.
- 7+ years of experience selling technology consulting, professional services, data and analytics solutions, or cloud transformation programs to enterprise clients.
- Demonstrated relationships with Databricks sales teams and partner leaders, with a track record of creating and advancing partner-sourced opportunities.
- Strong consulting background and the ability to translate ambiguous business challenges into well-scoped advisory, implementation, migration, or managed services engagements.
- Working knowledge of the Databricks Data Intelligence Platform, lakehouse architecture, data engineering, analytics, governance, machine learning, and generative AI use cases.
- Proven ability to build new pipeline, open enterprise accounts, navigate complex buying groups, and close services-led opportunities.
- Executive presence and credibility with CIOs, CDOs, CTOs, data and analytics leaders, procurement teams, and technical stakeholders.
- Strong commercial acumen, including experience with services pricing, statements of work, contracting, margin management, and negotiation.
- Disciplined use of CRM, forecasting, account planning, qualification methods, and sales metrics.
- Ability to work collaboratively across sales, alliances, marketing, solution architecture, and delivery teams in a fast-paced consulting environment.
- Based in the Dallas–Fort Worth area, with the ability to meet clients and partners locally and travel as business needs require.
- Shape and scale a strategic Data & AI business at a firm purpose-built for the era of AI.
- Work across Microsoft Fabric, Azure Databricks, Power BI, Azure, and emerging AI technologies without being limited to a single technical specialty.
- Collaborate directly with client executives, account leaders, architects, and experienced data and AI professionals.
- Help shape scalable delivery governance, reusable practices, and a culture of transparency, accountability, and continuous improvement.
- Grow through challenging assignments, mentoring, and strong learning and certification support as Lantern expands its Data & AI service line.
Skills Required
- Bachelor’s degree in Business, Computer Science, Information Systems, Engineering, or a related field, or equivalent relevant experience
- 7+ years of experience selling technology consulting, professional services, data and analytics solutions, or cloud transformation programs to enterprise clients
- Established relationships with Databricks sales teams and partner leaders
- Track record of creating and advancing partner-sourced opportunities
- Strong consulting background and ability to scope advisory, implementation, migration, or managed services engagements
- Working knowledge of the Databricks Data Intelligence Platform, lakehouse architecture, data engineering, analytics, governance, machine learning, and generative AI
- Ability to build pipeline, open enterprise accounts, navigate complex buying groups, and close services-led opportunities
- Executive presence with CIOs, CDOs, CTOs, data and analytics leaders, procurement teams, and technical stakeholders
- Experience with services pricing, statements of work, contracting, margin management, and negotiation
- Disciplined use of CRM, forecasting, account planning, qualification methods, and sales metrics
- Ability to collaborate across sales, alliances, marketing, solution architecture, and delivery teams
- Based in the Dallas-Fort Worth area and able to meet clients and partners locally
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The Company
What We Do
In the digital economy, success belongs to those who can harness the power of AI to drive innovation, efficiency, and growth. Lantern is here to guide you through this transformative journey to digital leadership. As a premier IT professional services firm, we specialize in helping organizations envision, implement, and run Microsoft technologies to achieve AI excellence.
