Sr GTM Alliance Sales Specialist

Airo Digital Labs, LLC; Pune District; Hybrid; INR 3,000,000 - 6,000,000; Full time

Job summary

Airo Digital Labs, LLC is seeking a dynamic GTM Alliance Sales Specialist to drive joint go-to-market initiatives with ServiceNow and data platforms like Databricks or Snowflake. You will manage alliances, develop sales strategies, and target enterprise clients to close multi-million-dollar opportunities.

The role requires 8-12 years IT services experience with 6+ years in enterprise sales or alliance management, and travel up to 30-40% is expected to support global campaigns and client

Qualifications

• Bachelor’s degree in Business, IT, or related field; MBA preferred.
• Proven track record of meeting/exceeding sales quotas through alliances.
• Deep understanding of ServiceNow and at least one data platform (Databricks or Snowflake).
• Experience engaging and influencing C-level stakeholders and managing complex sales cycles.

Responsibilities

• Develop and execute joint GTM strategies with ServiceNow and Databricks/Snowflake to drive pipeline and revenue growth.
• Identify, originate, and co-sell opportunities leveraging partner solutions.
• Build and nurture relationships with partner sales executives and key client stakeholders.
• Lead and support the sales cycle from lead generation to deal closure, including presentations and negotiation.

Skills

GTM strategies

Alliance management

Enterprise sales

C-level engagement

Negotiation

Education

Bachelor’s degree in Business/IT

MBA preferred

Tools

ServiceNow

Databricks

Snowflake

Job description

We are seeking a dynamic GTM Alliance Sales Specialist to drive joint go-to-market (GTM) initiatives and revenue growth through strategic alliances with ServiceNow and leading data platforms such as Databricks or Snowflake. You will play a key role in building and executing sales strategies, developing strong partner relationships, and delivering innovative solutions to enterprise clients.

Experience: Overall IT services experience of 8-12 years with 6+ years of enterprise sales, alliance management, or GTM experience in ServiceNow / data platforms – Databricks/Snowflake (managing >1 M USD to 10 M+ USD size opportunities)

Key Responsibilities:

• Develop and execute joint GTM strategies with ServiceNow and Databricks/Snowflake to drive pipeline and revenue growth.
• Identify, originate, and co-sell opportunities with alliance partners, leveraging deep knowledge of ServiceNow and data platform solutions
• Build and nurture relationships with partner sales executives, internal leadership, and key client stakeholders.
• Lead and support the sales cycle from lead generation to deal closure, including presentations, solutioning, and contract negotiation.
• Engage with C-level and senior IT/Data executives to position platform value and address business needs.
• Collaborate with marketing and technical teams to create and execute targeted campaigns, events and workshops.
• Maintain up-to-date expertise on ServiceNow, Databricks, Snowflake, and the competitive landscape.
• Track, report, and forecast pipeline, opportunities, and performance metrics.

Required Qualifications and other skills

• Bachelor’s degree in Business, IT, or related field; MBA preferred.
• Proven track record of meeting/exceeding sales quotas and driving multi-million-dollar deals through alliances.
• Deep understanding of ServiceNow / at least one data platform (Databricks or Snowflake) with ability to articulate joint value propositions.
• Experience engaging and influencing C-level stakeholders and managing complex sales cycles.
• Strong strategic thinking, presentation, negotiation, and relationship-building skills.
• Experience working with global system integrators, resellers, or ISVs is a plus.
• Ability to travel up to 30-40% in a month