Alliance Sales Leader – Data Platforms

Role OverviewWe 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 ExistsPartner 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 ResponsibilitiesPartner Relationship DevelopmentBuild 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) ExecutionCo-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 GenerationDrive 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 AcquisitionParticipate 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 EvangelismEnable 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 ReportingMaintain 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 Experience10+ 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 SkillsStrong 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 SkillsExceptional 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 LiteracyWorking understanding of modern data platform architectures including:SnowflakeDatabricksCloud Data WarehousingLakehouse ArchitecturesData & Analytics EcosystemsData for AI initiativesAbility to engage credibly in partner and customer solution discussions.Preferred QualificationsExperience 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.