SNOWFLAKE/DATABRICKS Alliance & Partnership Sales Leader

Description

• Demand Generation, Demand Shaping and closing deals with SNOW/DATABRICKS Eco-system.
• Focus on New Logo’s leveraging the Partner channel and build a strong rolodex of contacts with Snowflake/Databricks Sellers and Regional Leadership team in joint GTM for SNOW and Ness Digital ; Strong Hunting & Client Acquisition Mind-set and capabilities.
• Drive Cross-Sell and Up-sell in Ness existing accounts leveraging the Snowflake/Databricks ecosystem
• Role will provide Commissions for all new Logo’s and a different commission for named existing accounts for Cross Sell / up-sell.
• Seek out new business clients with focus on Digital Transformation, Product Engineering and Application Development, leveraging Ness’s expertise in its chosen Practices and Domains.
• Develop and manage business development plans and forecasts with transparency and ongoing adjustments.
• Work closely with Data Practice Head on offers, messaging, and Go to Market campaigns.
• Oversee and lead financial analysis and due diligence reviews of new strategic opportunities and coordinate their review and structure.
• Win multi-year and large scale ($2M+/year) new logo deals, with focus on TCV of over $5 Mn.
• Generate and maintain a sales pipeline of qualified opportunities and drive those opportunities to closure.
• For existing Ness accounts, work with account lead to create an account radiation strategy plan, conduct sales reach out campaign and strive to increase Ness brand building and secure trusted advisor relationships to drive growth through radiation.
• Manage and execute the overall sales cycle from prospecting, campaign creation and execution, cold calling, CxO and networking events, opportunity management, proposal, and contract negotiation.
• Collaborate with all stakeholders, solutions and pre-sales teams, delivery, and support organizations in structuring, negotiating, and closing of new strategic deals / partnerships.
• Work closely with Ness marketing team to drive awareness of Snowflake/Databricks Alliance and offerings via website, social media campaigns and events.
• Work directly with existing Alliance partners to generate opportunities and track attributable revenue growth, create and execute on joint GTM playbooks and marketing initiatives.
• Identify potential new technology and alliance partners and work with Practice Heads to qualify and build out new offers with and including new partners.  

• 10+ years sales experience with a proven success in bringing new logos for product engineering services in Enterprise accounts. Additionally, a strong track record of consistently growing existing customer revenue through radiation and proven ability to bring in large strategic deals.
• Demonstrated experience closing deals in excess of $5m TCV on named accounts.
• Successful track record of working with Alliance partners to drive deals, focused on Snowflake/Databricks.
• Demonstrated experience selling Snowflake/Databricks professional services deals and similar data and analytics tools
• Experience working with Snowflake/Databricks channels to drive consulting engagements
• Experience working across segments (enterprise, Medium business)
• Nice to have –
• Excellent communication and presentation skills, with the ability to effectively articulate complex ideas to diverse stakeholders.
• Demonstrated ability to develop and execute strategic sales plans.
• Self-motivated and results-oriented with a strong drive for achieving targets.
• Ability to thrive in a fast-paced, dynamic environment.
• Proficient in using CRM software and other sales tools.
• Willingness to travel as needed to meet with clients and attend industry events.
• Ability to guide Practice and delivery through sales process.
• Own end to end from lead generation to deal closure.
• Track record in selling high value complex engineering solution services.
• Entrepreneurial, Solutions centric and a consultative sales approach.