Alliance Manager - Databricks, Google Cloud & Snowflake

Company Description

Resultant is a modern consulting firm with a radically different approach to solving problems.  

We don’t solve problems for our clients. We solve problems with them. 

Through outcomes driven by data analytics, technology solutions, digital transformation, and beyond, our team works with clients in both the public and private sectors to solve their most complex challenges. We start by learning as much as we can about who they are, how they work, and what they’re striving for so we can feel their problems as our own. Partnering with our clients means their desired outcomes are always top of mind, their challenges and strengths guiding our efforts. We build client-focused relationships before we build unique solutions that blaze past expectations. 

Originally founded in Indianapolis in 2008, Resultant now employs more than 400 team members who operate from offices around the United States including Indianapolis and Fort Wayne, Indiana; Columbus, Ohio; Lansing, Michigan; Denver, Colorado; Dallas, Texas and Atlanta, Georgia. 

We’re Resultant. Clients partner with us to see a difference. People join us to make one. 

Job Description

Partner Relationship Management

Your most important asset is the quality of your named relationships inside each partner’s field organization. This is not a transactional inbox-management role; it is a sustained relationship-building mandate across three platforms.

• Databricks: Establish and maintain named counterparts with commercial and public sector AEs, SEs, Channel Account Managers, and Practice Leads across sports and gaming, financial services, healthcare, manufacturing, and state/local government verticals. Make Resultant the first call when a Databricks field rep needs a data and AI implementation partner.
• Google Cloud Platform: Build active relationships with Google Cloud Partner Development Managers, Customer Engineers, and field AEs across Workspace, Cloud infrastructure, and GCP-native AI/data services (BigQuery, Vertex AI, Looker, Apigee). Maintain coverage across both commercial and public sector (SLED, federal-adjacent) field teams.
• Snowflake: Develop relationships with Snowflake Channel AEs, Solution Engineers, and industry GTM leads. Keep Resultant active in Snowflake’s partner ecosystem through joint account planning and consistent co-sell activity.
• Across all three: Coordinate monthly or bi-weekly touchpoints with partner counterparts. Maintain an updated relationship map of named contacts at each partner, tracked in HubSpot.

Co-Sell Operations & Pipeline Origination

• Register and manage opportunities in each partner’s portal — Databricks Partner Connect, Google Cloud Partner Advantage, and Snowflake Partner Network — with clean deal-registration discipline from first contact through close.
• Originate partner-sourced pipeline through proactive account mapping, field team co-selling, joint QBRs, and presence at partner-hosted events. Own a quarterly partner-sourced pipeline contribution target.
• Accelerate partner-influenced deals already in Resultant’s pipeline by engaging the right partner field resources — AEs, SEs, Customer Engineers, and industry specialists — at the right stage.
• Build and execute joint account plans with each partner’s field team for top target accounts across commercial and public sector, updated quarterly.
• Run a recurring pipeline review cadence with Resultant’s AEs and BD team per partner, keeping partner-sourced and partner-influenced deals clearly tagged by origin in HubSpot.
• Drive marketplace transactions via Google Cloud Marketplace, Snowflake Marketplace, and Databricks’ marketplace integrations, aligned to each vendor’s 2026 consumption-driven priorities.

Partner Portal & Program Management

Partner portal and program management is a core competency of this role, not an administrative afterthought. Tier status, competency certifications, and program compliance directly determine the quality of co-sell access and co-marketing investment Resultant can unlock.

• Databricks (Brickbuilder Program): Drive advancement toward Silver and Gold tier. Manage Partner Value Score (PVS) mechanics — the Customer Impact, Technical Expertise, and Go-to-Market pillars. Coordinate DCIF deal funding requests. Track and maintain required Databricks certifications across Resultant’s practice. Maintain deal-registration discipline and opportunity acceptance rates.
• Google Cloud (Cloud Partner Advantage / GCPN 2026): Maintain Google Cloud Premier Partner status. Manage Workspace and Cloud ownership and compliance. Drive specialization qualifications (Data & AI, Infrastructure, Security, Workspace). Coordinate Digital Rewards Program (DRP) compliance. Support the PS-to-MS structural reporting requirements.
• Snowflake (Snowflake Partner Network): Maintain active partner status. Drive competency designations. Manage certification requirements for Resultant’s Snowflake practitioners. Track co-sell activity and partner-sourced pipeline attribution within Snowflake’s portal.
• Across all three: Own the partner portal calendars — renewal dates, tier review cycles, program requirement deadlines. Coordinate with Resultant’s delivery, SA, and L&D teams to meet certification requirements on schedule.

Internal Enablement & Sales Alignment

• Run joint pipeline reviews with Resultant’s AEs and BD team per partner — monthly minimum, weekly during active co-sell cycles.
• Keep Resultant’s sales and delivery teams current on each partner’s programs, GTM priorities, and co-sell tools. Deliver partner-specific enablement sessions quarterly.
• Build and maintain partner-facing collateral — one-pagers, solution briefs, case studies, and reference stories — tailored to commercial and public sector verticals and kept current in each partner’s portal.
• Coordinate credit-sharing and attribution rules between the alliance function and direct AEs — documented, agreed, and enforced at the start of each quarter so the alliance function’s contributions are visible and credited.
• Represent Resultant at partner events, including Google Cloud Next, Databricks Data + AI Summit, Snowflake Summit, and vertical industry conferences (Money20/20, HLTH, Gartner Data & Analytics, state government CIO forums).

Qualifications

• 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. You know the Channel AMs, PDMs, and field AEs by name.
• Hands-on portal fluency: you have worked inside Databricks Partner Connect, Google Cloud Partner Advantage, and/or Snowflake Partner Network and understand deal registration, competency management, and tier mechanics from direct experience.
• Demonstrated partner-tier advancement — you have driven a firm from one tier to the next, coordinated the certification and competency requirements, and unlocked the co-sell and co-marketing benefits that come with it.
• CRM and pipeline discipline: you tag lead source at origination, distinguish partner-sourced from partner-influenced, and run clean pipeline reviews. HubSpot experience preferred.
• Public sector familiarity: experience supporting state/local government, health and human services, education, or courts clients through a partner ecosystem is a meaningful differentiator.
• Cross-functional credibility: you can run a pipeline review with AEs in the morning and a technical certification planning session with SAs and delivery leads in the afternoon. Both trust you.
• Willingness to travel up to 40% — partner QBRs, Databricks/GCP/Snowflake field events, industry conferences, and Resultant offices in Indianapolis and Atlanta.

Additional Information

What It's Like to Work Here

At Resultant, we are driven by purpose—partnering with clients to take on their toughest challenges and creating outcomes that make a real difference. Success here means lasting impact, not just delivered projects. We work as collaborative experts, leaning into complexity with confidence and humility, asking smart questions, sharing ideas freely, and combining our diverse expertise to turn challenges into clear, transformative solutions. We make our outcomes visible by sharing results, stories, and lessons learned, because growth happens through shared experience.

Accountability & Ownership

Resultant offers a flexible, high-trust environment, paired with a shared commitment to accountability:

• Take ownership of your work from start to finish and deliver on your commitments to clients and coworkers
• Communicate proactively, especially when priorities shift
• Focus on outcomes, follow-through, and measurable impact
• Show up where it matters, in person or virtually, when it strengthens relationships or results
• Do the small things brilliantly: respond timely, stay organized, and follow through to build trust

We trust each other to own our work and deliver exceptional results. Flexibility means autonomy paired with accountability: the freedom to work in ways that fit your life, balanced with the reliability our clients and coworkers count on.

Is Resultant the right spot for you?

You may thrive here if you bring curiosity and a consulting mindset to every challenge, take ownership of your growth, and give and receive feedback with intention. If you're energized by bold ideas, continuous learning, and investing in the people around you, this is your place. At Resultant, we show up for each other, own our outcomes, and build leaders who create lasting impact for our clients, our communities, and each other.

Equal Opportunity Employer 

We embrace AI across everything we do, and that includes how you prepare for this interview. Feel free to use AI tools to research the role, practice your responses, and put your best foot forward. What matters to us is getting to know the real you — how you think, how you communicate, and what you genuinely bring to the table. Our interviews are designed to go deeper than any polished answer, so come curious and come as yourself without the support of an AI tool during our conversation.