Job DescriptionPartner Relationship ManagementYour 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 ManagementPartner 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.
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