Data Platforms Alliance Co-Sell Lead – Databricks and Snowflake IRC297465

GlobalLogic; Santa Clara (CA); On-site; USD 170,000 - 210,000; Full time

Job summary

GlobalLogic is seeking a results-driven partner-sell leader to own the US Databricks and Snowflake co-sell pipeline from identification through close in Santa Clara, CA.

You will align GL delivery with partner platforms, qualify opportunities, enable AEs, create deal-ready content, and track pipeline across Databricks and Snowflake programs. This role requires cross-functional influence and executive presence with revenue accountability.

Qualifications

• 7+ years in partner sales, alliance management, or ISV co-sell roles.
• Proven track record of carrying partner-attached revenue (ACV).
• Direct Databricks co-sell experience: CoPilot, deal registration, field alignment.
• Experience with Snowflake partner ecosystem (Select/Premier, Cortex AI).
• Ability to activate internal sales teams on co-sell plays and influence win paths.
• Solid understanding of data platforms and AI/ML concepts.

Responsibilities

• Register and manage deals in Databricks CoPilot and Snowflake Partner Portal.
• Source net-new pipeline via partner ecosystems and account mapping sessions.
• Qualify co-sell opportunities by matching GL delivery capability to use cases.
• Participate in joint customer conversations as alliance SME.
• Build cadence with US account executives to identify natural fits.
• Run deal-specific enablement focused on positioning and involvement of partners.
• Create deal-ready content: one-pagers, talks, objection handling guides.
• Track and report seller activation coverage and pipeline outcomes.
• Maintain relationships with Databricks and Snowflake field teams in the US.
• Participate in quarterly partner reviews to align on pipeline and priorities.
• Escalate and resolve partner field issues with India ops team.

Skills

Revenue-first orientation

Pipeline management

GL seller activation

Executive presence

Cross-functional influence

Written communication

CRM discipline (Salesforce)

Databricks

Snowflake

Tools

Salesforce

Databricks CoPilot

Snowflake Portal

Job description

GlobalLogic, 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.

About the Role

Own the US Databricks and Snowflake co-sell pipeline — from identification through close — operating as a revenue-accountable overlay alongside GlobalLogic account teams.

Responsibilities

• 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 GlobalLogic 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.

Qualifications

• 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 MDF funding mechanics.

Required Skills

• Revenue-first orientation: approaches partner relationships as a pipeline generation engine, not a relationship preservation activity.
• Pipeline management discipline: maintains accurate deal data, forecasts with conviction, and flags risk early.
• GL seller activation: runs deal-specific conversations with account executives without needing to own the customer relationship directly.
• Executive presence: comfortable presenting to C-level buyers, partner field leadership, and GlobalLogic senior stakeholders in the same week.
• Cross-functional influence: mobilizes delivery, presales, and marketing resources without direct authority.
• Written and verbal communication: produces crisp, deal-ready materials without requiring extensive editorial support.
• CRM discipline: maintains Salesforce pipeline hygiene as a standard operating behavior.

Preferred Skills

• Revenue Attribution & Reporting: Own the US Data & AI pipeline forecast — weekly, monthly, and quarterly — with clean data in Salesforce CRM and both partner portals.
• Report sourced and influenced ACV for Databricks and Snowflake separately using GlobalLogic’s standard alliance attribution methodology.
• Contribute to monthly alliance dashboards and QBR materials in partnership with the India ops lead; ops builds the deck, and this role owns the accuracy of the underlying data.
• Flag at-risk deals and conversion blockers early with specific proposed actions to unstick the stalled pipeline.

Pay range and compensation package

GlobalLogic estimates the starting pay range for this role to be performed in Santa Clara, CA, to be $170,000 to $210,000 and reflects base salary only. This pay range is provided as a good-faith estimate, and the amount offered may be higher or lower. GlobalLogic takes many factors into consideration in making an offer, including candidate qualifications, work experience, operational needs, travel and onsite requirements, internal peer equity, prevailing wage, responsibilities, and other market and business considerations.