SNOWFLAKE/DATABRICKS Alliance & Partnership Sales Leader
Description
Ness Digital Technologies is seeking a self-motivated and experienced Snowflake Alliance & Partnership and/or Databricks Eco-system Sales Leader who will play a crucial role in maintaining and expanding relationships with named accounts, ensuring customer satisfaction, and driving profitable growth. The successful candidate will have a broad range of skills and sales leadership experience necessary to work with our clients, our executives, and partners to generate new sales leads and drive sales leads generated by and with our Strategic Alliance partners. They will sell services horizontally focusing across the Ness strategic industry verticals.
The sales leader will also be responsible for working with Ness established Alliance Partners and new technology partners (e.g. SNOWFLAKE, DATABRICKS) to drive opportunities and growth by establishing and/or expanding working relationships with Ness partner alliance teams and interfacing with alliances’ account teams. They will also identify and help establish and grow new technology partnerships and alliances in alignment with Snowflake or Databricks & data Practice.
The sales leader is responsible for acquiring large net new logos deals within the Western Europe region and contribute to year-over-year business growth. Responsible for establishing & leveraging different sales channels, building a strong pipeline of strategic clients, and to follow the sales process in converting them to wins. Spearhead every pursuit and manage the sales cycle in collaboration with all internal stakeholders through the sales cycle.
- 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.
The Person - Pivotal Experience & Expertise
- 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.
Why Ness
We know that people are our greatest asset. Our staff’s professionalism, innovation, teamwork, and dedication to excellence have helped us become one of the world’s leading technology companies. It is these qualities that are vital to our continued success. As a Ness employee, you will be working on products and platforms for some of the most innovative software companies in the world.
You’ll gain knowledge working alongside other highly skilled professionals that will help accelerate your career progression. At Ness, we treat our values of rigor, innovation, and partnership with the highest priority, and they are placed at the very core of our business — to guide us through our daily operations and interactions with our customers.
We offer our employees exciting and challenging projects across a diverse range of industries, as well as the opportunity to collaborate with a group of forward-thinking, capable partners around the globe.
Discover Ness Digital Engineering by visiting our website www.ness.com
Do you feel like not checking every single requirement?
At Ness Digital Engineering we are willing to build a work culture that is based on diversification, inclusion, and authenticity. Also, we are aware of the studies that have shown that women/people of color/introverts are less likely to apply to jobs unless they meet every single qualification.
So, if this role sounds good to you, even if you don’t meet every single bullet point in the job description, we encourage you to apply anyway. For most of the candidates that applied, we found a role that was a very good fit with their skills.
Let’s meet and you may just be the right candidate for one of our roles.