Alliance Manager - Databricks, Google Cloud & Snowflake

Resultant•Chicago, IL

2d•Hybrid

About The Position

Resultant is seeking an Alliance Manager to build and manage strategic relationships with key partners: Databricks, Google Cloud Platform, and Snowflake. This role is crucial for driving co-sell operations, originating pipeline, and managing partner programs to ensure Resultant is the preferred implementation partner for these platforms. The ideal candidate will have a proven track record in partner management within the data, cloud, or analytics services sector, with strong relationship-building skills and hands-on experience with partner portals and CRM systems. This position requires a proactive approach to sales alignment, internal enablement, and representing Resultant at industry events.

Requirements

7+ years of progressive partner, alliance, or channel management experience at a data, cloud, or analytics services firm, or in a partner-facing role inside Databricks, Google Cloud, or Snowflake.
Active named relationships inside at least one, ideally two, of Databricks, Google Cloud, and Snowflake’s field organizations.
Hands-on portal fluency: experience working inside Databricks Partner Connect, Google Cloud Partner Advantage, and/or Snowflake Partner Network, understanding deal registration, competency management, and tier mechanics.
Demonstrated partner-tier advancement experience, including coordinating certification and competency requirements.
Proficiency in CRM and pipeline management, including tagging lead source and distinguishing partner-sourced from partner-influenced deals.
Cross-functional credibility to effectively engage with sales and technical teams.
Willingness to travel up to 40% for partner QBRs, events, and office visits.

Nice To Haves

HubSpot experience.
Public sector familiarity, including experience supporting state/local government, health and human services, education, or courts clients through a partner ecosystem.

Responsibilities

Establish and maintain named relationships with field representatives (AEs, SEs, Channel Account Managers, Practice Leads) within Databricks, Google Cloud, and Snowflake across various verticals.
Act as the primary point of contact for partner field teams, ensuring Resultant is considered for data and AI implementation opportunities.
Build active relationships with Google Cloud Partner Development Managers, Customer Engineers, and field AEs.
Develop relationships with Snowflake Channel AEs, Solution Engineers, and industry GTM leads.
Coordinate regular touchpoints with partner counterparts and maintain an updated relationship map.
Register and manage opportunities in partner portals (Databricks Partner Connect, Google Cloud Partner Advantage, Snowflake Partner Network) with a focus on clean deal-registration discipline.
Originate partner-sourced pipeline through account mapping, co-selling, joint QBRs, and event participation.
Own a quarterly partner-sourced pipeline contribution target.
Accelerate partner-influenced deals by engaging appropriate partner field resources.
Build and execute joint account plans with partner field teams for target accounts.
Run recurring pipeline reviews with Resultant’s AEs and BD team, ensuring clear tagging of deal origin.
Drive marketplace transactions through Google Cloud Marketplace, Snowflake Marketplace, and Databricks integrations.
Manage partner portal and program requirements, including tier status, competency certifications, and program compliance.
Drive advancement within Databricks' Brickbuilder Program (Silver and Gold tier) and manage PVS mechanics.
Coordinate DCIF deal funding requests and track Databricks certifications.
Maintain Google Cloud Premier Partner status and manage Workspace and Cloud ownership/compliance.
Drive specialization qualifications and coordinate Digital Rewards Program (DRP) compliance for Google Cloud.
Support PS-to-MS structural reporting requirements for Google Cloud.
Maintain active partner status with Snowflake and drive competency designations.
Manage certification requirements for Resultant’s Snowflake practitioners.
Track co-sell activity and partner-sourced pipeline attribution within Snowflake’s portal.
Own partner portal calendars, including renewal dates, tier review cycles, and program deadlines.
Coordinate with internal teams (delivery, SA, L&D) to meet certification requirements.
Run joint pipeline reviews with Resultant’s sales teams per partner.
Keep Resultant’s sales and delivery teams informed about partner programs, GTM priorities, and co-sell tools.
Deliver partner-specific enablement sessions quarterly.
Build and maintain partner-facing collateral tailored to commercial and public sector verticals.
Coordinate credit-sharing and attribution rules between the alliance function and direct AEs.
Represent Resultant at partner events and industry conferences.