Description
At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work.
You will build and execute joint go-to-market strategies with a portfolio of strategic partners, including Global System Integrators (GSIs), cloud and technology partners, and value-added resellers (VARs). You will align Snowflake and partner sales teams around priority federal accounts, create actionable business plans, and develop programs that generate partner-sourced pipeline and closed-won revenue.
Key Responsibilities
- Partner Management: Own the alliance development lifecycle for your assigned partners, from strategy and business planning through pipeline management and execution. Identify priority federal customer targets and establish joint GTM initiatives with clear owners, milestones, and metrics.
- Cross-Functional Collaboration: Partner with sales, sales engineering, professional services, product, legal, and marketing to deliver a seamless partner and customer experience. Share partner and customer insights with internal teams to drive continuous improvement, and work with technical experts to build solutions with partners.
- Co-Marketing: Plan and execute co-marketing activities, including events, webinars, and content, to increase partner visibility and generate qualified leads.
- Deal Support: Help partners navigate Snowflake's partner program and sales process, including deal registration, proposal support, and reporting. Align with Sales Leadership and internal teams to keep sales cycles smooth and efficient.
- Performance Delivery: Monitor partner performance against defined metrics, including sourced pipeline, partner activation, and competency growth. Shift priorities, take calculated risks, and think creatively to deliver results while managing multiple priorities at scale.
- Build AI-First Operating Practices: Use Snowflake CoWork, CoCo, Salesforce, Slack, and related tools to streamline partner planning, opportunity tracking, deal registration, executive briefings, and partner scorecards. Identify repeatable workflows that can be automated or augmented with AI, and experiment responsibly to improve speed, visibility, and decision quality.
Desired Experience
- 10+ years of experience in strategic alliances, partner development, channel sales, technology sales, or business development
- Experience managing system integrators, resellers, cloud providers, or other technology partners in the federal or public sector market
- Demonstrated success generating partner-sourced pipeline and revenue against measurable business targets
- Ability to create and execute joint business plans, account strategies, and GTM programs, and to track and articulate partner progress
- Strong executive presence, negotiation skills, and written and verbal communication
- Ability to operate effectively across sales, solution engineering, marketing, professional services, legal, and product teams
- Working knowledge of cloud data platforms, AI, and frontier model environments
- Established relationships with Snowflake's System Integrators and Value-Added Resellers is preferred
- Experience using AI or automation to improve sales and partner workflows is preferred
- Bachelor's degree preferred; MBA or equivalent experience is a plus