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# Data Platforms Alliance Co-Sell Lead - Databricks and Snowflake

- **Company:** GlobalLogic
- **Location:** Santa Clara, CA, United States
- **Experience:** Expert
- **Salary:** $170,000.0 - $210,000.0
- **Contract:** Permanent contract
- **Skills:** Artificial Intelligence, Amazon Web Services, ARM Architecture, Microsoft Azure, Data Infrastructure, Data Transformation, Data Migration, Data Sharing, Machine Learning, Salesforce.Com, Google Cloud, Snowflake, Multi-Cloud, Generative AI, Data Lakes, Information Technology, Marketplace, Databricks
- **Published:** July 23, 2026
- **Apply:** https://www.dice.com/job-detail/c4e8d76f-771b-4f3c-a979-6058a4145407

## About the Role

* 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

Technical & Domain Knowledge:

 * 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, * Prior experience at a Databricks or Snowflake partner - either as an employee, an implementation partner, or in a co-sell alliance role
 * Experience with ISV platform marketplace listings: Google Cloud Marketplace, AWS Marketplace, or Azure Marketplace
 * Background in Data Modernization, AI/ML Engineering, or Generative AI services sales
 * Experience in a PE-backed or fast-growth technology services environment with high commercial accountability
 * Salesforce CRM proficiency and working knowledge of Databricks CoPilot and Snowflake Partner Portal, * Bachelor's degree in Business, Computer Science, Engineering, or a related field
 * MBA or equivalent advanced degree preferred but not required; demonstrated commercial impact outweighs academic credentials for this role
 * Databricks Accreditation (Partner Sales or Technical) or Snowflake partner certification is a plus

## Description

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 GlobalLogic 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

GlobalLogic Seller Activation

 * 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

Partner Field Relationship Management

 * 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

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

Cross-Functional Collaboration

 * Work with GlobalLogic's Data and Intelligence team to embed Databricks and Snowflake use cases in the Hyperscaler and Partner Marketplace listings and solution collaterals.
 * Coordinate with the hyperscaler alliance team on joint sales plays, particularly in accounts where multiple partner motions are running simultaneously
 * Provide partner ecosystem input into GlobalLogic's go-to-market planning for Data Modernization, AI/ML Engineering, and Generative AI service lines, * 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


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