Data Platforms Alliance Co-Sell Lead - Databricks and Snowflake

Job Responsibilities
Co-Sell Pipeline Generation & Execution:

• Own the US Databricks and Snowflake co-sell pipeline — from identification through close — operating as a revenue-accountable overlay alongside Global Logic account teams
• Register and manage deals in Databricks CoPilot and Snowflake Partner Portal; maintain accurate pipeline hygiene and stage progression in both systems
• Source net-new pipeline by working inbound from partner ecosystems (Databricks AEs, Snowflake field teams) and outbound through GL account mapping sessions
• Qualify co-sell opportunities by matching GL delivery capability to partner platform use cases:
  Databricks Data Intelligence Platform and Mosaic AI, Snowflake Cortex AI, and data migration
• Participate in joint customer-facing conversations as the alliance subject matter expert, bridging partner platform positioning and GL solution delivery

• Build and maintain a cadence with Global Logic US account executives and delivery leaders to identify accounts where Databricks or Snowflake attach is a natural fit
• Run deal-specific enablement — not generic training — focused on how to position, qualify, and involve the partner in an active opportunity
• Create concise, deal-ready content: one-pagers, talk tracks, and objection-handling guides that GL sellers can use without needing alliance support on every call
• Track and report on seller activation coverage: which accounts have been mapped, which AEs have run co-sell conversations, and where the pipeline has resulted

• Maintain working relationships with Databricks and Snowflake field teams in the US — partner sales managers, alliance managers, and field AEs — focused on pipeline co-ownership, not program administration
• Participate in quarterly partner reviews with both Databricks and Snowflake to align on shared pipeline, co-sell metrics, and joint account priorities
• Escalate and resolve partner field issues (deal registration conflicts, co-sell attribution disputes, tier eligibility questions) in partnership with the India ops team

• 7+ years in partner sales, alliance management, or ISV co-sell roles at a technology services company, GSI, or systems integrator
• Demonstrated track record of carrying and meeting a partner-attached revenue number — sourced or influenced ACV — not just managing partner program compliance
• Direct experience with Databricks co-sell mechanics:
  CoPilot program, deal registration, and field alignment with Databricks AEs and Partner Sales Managers
• Hands-on knowledge of Snowflake’s partner ecosystem:
  Select or Premier tier experience, Cortex AI positioning, and data migration attach plays preferred
• Experience activating internal sales teams on partner co-sell plays — coaching account executives on when and how to involve the partner, not just owning the partner relationship
• Sufficient depth in data platform and AI/ML concepts to qualify opportunities and lead credible conversations with technical buyers — you don’t need to architect solutions, but you must identify the right use cases
• Familiarity with Databricks’ core platform:
  Delta Lake, Unity Catalog, Databricks SQL, Mosaic AI, and the multi-cloud deployment model across AWS, Azure, and Google Cloud Platform
• Understanding of Snowflake’s data cloud positioning, Cortex AI capabilities, data sharing architecture, and how Snowflake competes and coexists with Databricks in enterprise accounts
• Working knowledge of hyperscaler co-sell programs — Google Cloud Platform Partner Advantage, AWS ISV Accelerate, or Azure co-sell — to navigate multi-partner attach scenarios
• Understanding of GSI/ISV commercial models: influenced vs. sourced ACV, deal registration margin protection, and…