Sr. Engagement Manager, FDE

CSQ128R185 The Engagement Manager (EM) within Forward Deployed Engineering (FDE) translates customer business challenges into outcome-driven FDE engagements, leading the entire lifecycle from early opportunity discovery and deal shaping to contract closure and seamless handover to the delivery team. In this role, you will define measurable success criteria aligned with the customer’s strategic priorities and bridge them into actionable service scopes and commercial contracts. Serving as a business and commercial lead connecting customer strategy, services sales, and delivery operations, you will drive FDE bookings, services revenue, and platform adoption across Databricks. You will collaborate closely with Account Executives, Field Engineering, customer executives, FDE technical leadership, and strategic partners to drive consensus and execution across opportunity qualification, SOW creation, pricing, funding strategy, pipeline forecasting, and delivery enablement. You will report to the Director, Forward Deployed Engineering. The Impact You Will Have • Lead Value-Driven Opportunity Shaping & Platform Positioning: Engage early with account teams and customers to uncover business priorities, budget, and executive sponsorship, while articulating customer success stories and tangible business ROI to qualify high-impact FDE engagements (or route to partners) and drive Databricks platform adoption and expansion . • Drive Commercial Structuring & Co-Funding Models: Formulate innovative commercial deal structures and unlock co-investment/funding vehicles across Databricks, CSPs (AWS, Azure, GCP), and strategic partners to solve customer budget constraints . • Own the End-to-End Services Sales Cycle: Lead the full deal execution lifecycle—including solution scoping, proposal and Statement of Work (SOW) drafting, level-of-effort estimation, pricing models, internal approval governance, and commercial contract negotiations . • Manage Pipeline Governance & Forecasting Accuracy: Maintain disciplined oversight of deal pipeline health, major milestones, risks, and forecasts to deliver predictable bookings and services revenue projections to sales and delivery leadership . • Collaborative Delivery Architecture, Handoff & Partner Alignment: Cultivate trusted executive relationships and align with SI/consulting partners, collaborating closely with FDE technical leadership to define clear scopes, dependencies, and staffing plans that ensure a seamless transition from contract signature to execution . What We Look For • Senior Customer-Facing & Commercial Track Record: 7+ years of proven experience in enterprise professional services, management consulting, or technical services sales, demonstrating strong executive presence, negotiation skills, and a track record of shaping and closing complex commercial deals . • Value Framing & Comprehensive Deal Crafting: Proven ability to translate complex business objectives into clear value propositions, measurable success metrics, and actionable SOWs, backed by hands-on experience in drafting proposals, building pricing models, navigating internal approvals, and commercial negotiations . • Data & AI Domain Literacy & Executive Advisory: Solid understanding of the Data & AI landscape (cloud architecture, data engineering, analytics, ML/AI) with the ability to articulate technical services in terms of business value/ROI and lead credible strategic discussions with both technical and C-level stakeholders . • Pipeline Governance & Delivery Alignment: Demonstrated accountability for deal pipeline management, bookings/revenue forecasting, and risk mitigation, combined with a working knowledge of project delivery governance to ensure smooth post-sale handover and stakeholder alignment . • Language P