Partner 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 OriginationRegister 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 AlignmentRun 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).
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