Director, Forward Deployed Engineering

CSQ327R286

Director, Forward Deployed Engineering (FDE) – Federal

 

As the Director of Forward Deployed Engineering (FDE) for our Federal business, you will partner with our customers to democratize Data and AI within their organizations. Leveraging Databricks solutions and expertise, you will help address some of the federal government's most critical and complex challenges.

Reporting to the Head of Forward Deployed Engineering for Public Sector, you will lead a team of Delivery & Engagement Managers (DEMs) and Technical Program Managers (TPMs) focused on planning and executing high-impact services. You will partner closely with Go-To-Market (GTM) leadership and account teams to support discovery conversations, scope alignment, and contracting for FDE Services. Simultaneously, you will own the P&L for your segment and drive the strategy and execution required to deliver against our audacious business goals.

You will cultivate a culture of psychological safety to develop and grow a team of talented, experienced federal DEMs and TPMs who deliver mission-focused big data and AI solutions. Your experience partnering with the sales organization will help close revenue opportunities, and you will coach new sales and pre-sales team members on how to optimize collaboration. Furthermore, you will actively enhance your team's overall effectiveness, serve as an expert in communicating complex business value-focused solutions, support intricate government sales cycles, and build enduring relationships with key stakeholders across the U.S. Federal sector.

 

The impact you will have:

• Build and Lead a High-Performing Team: Hire, manage, and develop Delivery & Engagement Managers and Technical Program Managers supporting our account teams and customers within the segment.
• Drive Culture: Foster a collaborative, inclusive environment within a rapid-growth team. Embody and promote Databricks' customer-obsessed, truth-seeking culture and a first-principles mindset.
• Strategic GTM Partnership: Develop, promote, and drive an outcomes- and value-based FDE organization. Build trust-based, long-term relationships with partners and customers, utilizing your understanding of the segment, verticals, and industry trends to influence the direction of key accounts.
• Business & Operational Ownership: Own and manage the P&L for your business segment, demonstrating an in-depth understanding of business requirements, operational rigor, and resource allocation.
• Industry Influence: Serve as a thought leader for Databricks and within the broader Federal Data and AI ecosystem.

What we look for:

• Clearance Requirement: Candidates for this leadership role must hold an active U.S. TS clearance or better and be able to maintain it.
• Leadership Experience: At least 5 years of second-line leadership experience (managing managers), with 10+ years of overall leadership experience managing teams of 20+ individuals.
• Domain Expertise: Relevant high-growth enterprise software pre-sales or professional services success, with senior-level tenure at a reputable software or cloud provider.
• Strategic Deal Execution: Ability to elevate customer engagement, with a proven track record of driving large transactions, managing high-growth accounts, and delivering transformational customer value.
• Ecosystem Building: A track record of building strong ecosystems of lucrative customer relationships and cross-functional partnerships across Sales, Engineering, and Marketing.
• Platform Value Realization: Experience positioning solutions in complex strategic accounts, finding a path to mutual value, and driving durable consumption on the Databricks platform.
• Operational Excellence: Strong ability to drive operational rigor in a high-growth business—establishing the right cadences, instituting scalable processes for technical field members, and driving visibility and support for customer issues/feature requests.
• Education: Bachelor's degree in Computer Science, Information Systems, Engineering, or equivalent practical work experience.