Abhay Malik
Global Databricks Alliance Manager
Gurgaon
Summary
Databricks Alliance Manager & Sales leader driving $5M + partner-sourced revenue, pipeline influence, and global co-sell GTM execution across AMER, EMEA, and APAC. Proven ability to build alliances from zero to revenue-generating engines, close enterprise deals, and scale partner ecosystems.
Expert in Databricks, AI/GenAI GTM, co-sell motions, and enterprise account expansion, with a track record of converting partnerships into measurable revenue outcomes.
Overview
6
6
years of professional experience
1
1
Certification
Work History
Global Databricks Alliance Manager
Xebia
Delhi
03.2025 - Current
- Driving global alliance strategy and joint GTM with Databricks across APAC, EMEA, and U.S. regions.
- Collaborated closely with sales teams to drive revenue through joint selling efforts and leveraging partner networks.
- Increased Databricks partnership impact (DBU tracking) by ensuring 100% deal registration on the Partner Portal.
- Built and influenced a $5M+ pipeline through AE alignment, account mapping, and joint GTM execution.
- Streamlined internal communication processes for more efficient coordination between cross-functional teams.
- Improved partner satisfaction rates by addressing concerns promptly and offering customized solutions based on individual needs.
- Leading global alliance strategy with Databricks, driving joint GTM, and partner-led revenue growth.
- Managing the Databricks Delivery Partner Program (DPP), building a certified resource pool across regions, and adding net new logos.
- Driving certification programs and enabling significant growth in Databricks certifications.
- Collaborating with Databricks AEs and leadership on joint account planning and pipeline creation.
- Enabling co-sell and co-market initiatives across BFSI, retail, and enterprise accounts.
- Driving joint events, campaigns, and executive engagements.
- Acting as the SPOC for the Databricks partnership globally.
- Managed day-to-day operations within the company''s partner program, ensuring smooth workflows between various stakeholders involved in each project or initiative.
- Implemented an alliance management framework that improved tracking of partnership performance metrics across multiple departments.
- Led global alliance operations across AMER, EMEA, and APAC, acting as a single point of ownership.
- Secured and deployed over 300 Databricks certification vouchers, achieving a 100% certification KPI (45/45 points).
- Coordinated events and webinars for partners aimed at knowledge sharing, networking, and lead generation opportunities.
Senior Sales Consultant
DiggiByte Technologies Private Limited
Delhi
08.2024 - 02.2025
- Led solution-led sales for AI, Data Platforms, and Cloud (Azure, AWS, Databricks ecosystem).
- Built and executed the India GTM strategy, establishing sales processes from scratch.
- Drove pipeline generation via outbound, LinkedIn Sales Navigator, and partner collaboration.
- Conducted client workshops, POCs, and demos to accelerate deal conversion.
- Managed enterprise accounts across Retail, CPG, and Manufacturing
- Worked on fixed-bid and T&M models, aligning solutions with client requirements.
- Collaborated with delivery teams to ensure successful solution positioning and execution.
- Supported marketing and GTM campaigns to build brand presence in India.
- Negotiated contracts with clients, securing favorable terms to drive profitability.
- Managed key accounts to ensure client satisfaction and maximize revenue opportunities.
Sales Consultant
Celebal Technologies
10.2022 - 08.2024
- Managed enterprise accounts and drove growth across AI, Data Engineering, and Analytics solutions.
- Collaborated closely with Databricks and Microsoft teams on joint opportunities and co-sell motions.
- Consistently achieved approximately ₹10 Cr annual targets i India Market, with deal sizes of up to ₹1.7 Cr.
- Owned the end-to-end sales cycle: lead generation, qualification, proposal, negotiation, closure.
- Built and executed account-based sales strategies to expand the client footprint.
- Developed strong relationships with C-level stakeholders and decision-makers.
- Identified upsell and cross-sell opportunities to maximize account revenue and retention.
- Created and delivered proposals, solution presentations, and commercial models.
- Drove pipeline growth through new client acquisition and partner collaboration.
Sales & Account Management
Wheebox
04.2022 - 10.2022
- Provided positive first impressions to welcome existing, new and potential customers. Prospect identified customers using Digital Tools in India, and Africa.
- Help sales team to reach targets by generating leads. Conduct research into the industry- including competitor research.
- Sourcing new sales opportunities in enterprise industry through extensive research from internal database as well as tools like Hubspot, LinkedIn Sales Navigator and other data and technology profiling tool.
- Creating a database of prospective clients of assigned accounts and validating the information by understanding the requirements and proposing the right solutions.
- Actively Interacting with C-Level executives (CHRO and L&D heads) through calls, mails and LinkedIn.
- Building and maintaining strong relationships with all potential and existing clients.
- Assessing client requirements and routing qualified opportunities to the appropriate KAMs for further development and closure.
Business Development Executive
Express Stores
08.2021 - 03.2022
- Onboarded new clients and maintained strong client relationships.
- Facilitated smooth onboarding processes and provided ongoing client support.
Financial Analyst (Internship)
Jmarathon Advisory Services Pvt Ltd
07.2020 - 08.2020
- Conducted financial analysis to assist in decision-making processes.
- Delivered actionable insights to improve client investment strategies.
Education
Bachelor of Business Administration - BBA
JECRC University
Jaipur, India06-2021
Higher Secondary - Class XII
Renaissance School
Bulandshahr01-2018
Secondary - Class X
Renaissance School
Bulandshahr01-2016
Skills
Account Management
Lead Generation and Prospecting
Sales Strategy Development
Market Research and Analysis
Consultative Selling
Relationship Building
Contract Negotiation
Cross-Selling and Upselling
CRM Tools (LeadSquared, Dynamics 365, HubSpot, and Zoho)
Pipeline Management
Customer Retention and Expansion
Industry-Specific Knowledge (Retail, CPG, Manufacturing)
Solution Selling for Big Data, AI-ML, and App Modernization
Partner Alliance Management
Databricks & Lakehouse Ecosystem
Joint GTM & Co-Sell Strategy
Pipeline Generation & Revenue Growth
Account-Based Selling
AI / GenAI / Data Platforms
Strategic Partnerships
Certification
Databricks Lakehouse Fundamentals AWS Sales Accreditation Snowflake Sales Professional
Timeline
Global Databricks Alliance Manager
Xebia
03.2025 - Current
Senior Sales Consultant
DiggiByte Technologies Private Limited
08.2024 - 02.2025
Sales Consultant
Celebal Technologies
10.2022 - 08.2024
Sales & Account Management
Wheebox
04.2022 - 10.2022
Business Development Executive
Express Stores
08.2021 - 03.2022
Financial Analyst (Internship)
Jmarathon Advisory Services Pvt Ltd
07.2020 - 08.2020
Higher Secondary - Class XII
Renaissance School
Secondary - Class X
Renaissance School
Bachelor of Business Administration - BBA
JECRC University