Data Platforms Alliance Co-Sell Lead – Databricks and Snowflake IRC

Global Logic, a Hitachi Group Company, is a trusted digital engineering partner to the world’s largest and most forward-thinking companies. Since 2000, we’ve been at the forefront of the digital revolution – helping create some of the most innovative and widely used digital products and experiences. Today we continue to collaborate with clients in transforming businesses and redefining industries through intelligent products, platforms, and services.

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…