Alliance Sales Leader – Data Platforms

Role Overview

We are seeking a commercially driven Alliance Sales Leader – Data Platforms to build and scale a partner-led revenue engine across the modern data ecosystem. This is a strategic, quota-carrying role focused on developing deep, reciprocal relationships with Snowflake, Databricks, and adjacent data platform partners to drive co-sell opportunities, partner-sourced pipeline, and new logo acquisition.

This is not solely a relationship management role. The ideal candidate will be highly commercial, experienced in partner-led sales motions, and capable of directly influencing revenue outcomes through ecosystem-driven sourcing and strategic co-selling engagements.

Why This Role Exists

Partner ecosystems — particularly those surrounding Snowflake and Databricks — have become critical demand channels for data services and AI-driven solutions. This role exists to systematically capture that demand by embedding our offerings into partner go-to-market motions, generating qualified pipeline, and closing net-new business through strategic alliance engagement.

The Alliance Sales Leader owns the commercial outcome, not just the partnership relationship.

Key Responsibilities

Partner Relationship Development

• Build and maintain executive and field-level relationships across Snowflake, Databricks, and related partner ecosystems.
• Engage with Partner Sales Managers (PSMs), Partner Development Managers (PDMs), Account Executives, and alliance stakeholders.
• Develop a tiered engagement strategy aligned to partner capacity, regional priorities, and route-to-market objectives.
• Serve as the primary commercial point of contact and escalation lead for alliance partners.

Joint Go-to-Market (GTM) Execution

• Co-create and execute joint GTM plans aligned with partner sales priorities and target accounts.
• Coordinate partner-led demand generation initiatives including executive briefings, field events, campaigns, and workshops.
• Develop compelling joint solution narratives that articulate combined business value.
• Collaborate with pre-sales and solution teams to package offerings optimized for partner-sourced opportunities.

Partner-Led Pipeline Generation

• Drive pipeline generation through partner referrals, co-sell motions, marketplace opportunities, and field engagement.
• Establish regular pipeline review cadences with partner teams to accelerate opportunity progression and deal velocity.
• Partner with marketing to develop enablement assets including pitch decks, battlecards, and objection-handling guides.

Co-Selling and New Logo Acquisition

• Participate directly in co-sell engagements with partner and internal sales teams to progress and close opportunities.
• Own commercial governance within partner-influenced deals, including deal structuring and partner attribution.
• Drive new logo acquisition through strategic ecosystem engagement and partner-introduced opportunities.

Enablement and Internal Evangelism

• Enable internal field sales teams on best practices for engaging partner-led sales motions.
• Act as an internal champion for the Snowflake and Databricks alliance ecosystem.
• Maintain awareness of partner product roadmaps, incentive programs, and competitive landscape developments.
• Provide leadership with insights into ecosystem trends, investment areas, and alliance performance.

Performance Management and Reporting

• Maintain accurate reporting of partner-sourced pipeline, co-sell activity, and revenue within CRM platforms.
• Track and report alliance KPIs to sales leadership and partnership stakeholders.
• Analyze win/loss trends and partner engagement effectiveness to refine GTM strategies.

Required Experience & Skills Experience

• 10+ years of enterprise sales, alliances, or business development experience.
• Minimum 3+ years managing data platform partner ecosystems such as Snowflake, Databricks, or similar platforms.
• Proven success building and scaling partner-led revenue programs resulting in measurable pipeline growth and closed new logos.
• Experience operating within co-sell frameworks including Snowflake Partner Network and/or Databricks Partner Program.
• Strong cross-functional collaboration experience across sales, marketing, pre-sales, and partner teams.

Commercial Skills

• Strong commercial acumen with the ability to qualify, progress, and influence partner-sourced opportunities.
• Experience developing and executing joint business plans with alliance stakeholders.
• Comfortable managing revenue targets and partner-attributed quotas.

Relationship & Communication Skills

• Exceptional stakeholder management and executive relationship-building capabilities.
• Strong presentation and communication skills with the ability to articulate joint value propositions clearly.
• Confident engaging with partner leadership, executives, and customer stakeholders.

Technical Literacy

• Working understanding of modern data platform architectures including:
• Snowflake
• Databricks
• Cloud Data Warehousing
• Lakehouse Architectures
• Data & Analytics Ecosystems
• Data for AI initiatives
• Ability to engage credibly in partner and customer solution discussions.

Preferred Qualifications

• Experience within a data services, systems integrator, consulting, or ISV environment.
• Existing relationships within Snowflake and/or Databricks partner organizations.
• Familiarity with hyperscaler ecosystems including AWS, Azure, and GCP.
• Exposure to marketplace-led selling through Snowflake Marketplace or Databricks Marketplace.