Snowflake

Director, Global Channel Operations

California, United States

$189,000 – $281,100Compensation
Expert & Leadership (9+ years)Experience Level
Full TimeJob Type
UnknownVisa
Cloud Computing, Data Warehousing, SoftwareIndustries

About the Role

Salary: $189K - $281.1K Employment Type: FullTime Location Type: Remote

Where Data Does More. Join the Snowflake team.

Revenue Operations is the driving force behind every Sales organization, responsible for accelerating the growth of the business by enabling sellers to sell most effectively. Snowflake’s Partner organization is dedicated to accelerating the customer journey to becoming truly data driven by empowering our ecosystem of partners to integrate best-in-class technology, solutions, and services. We are also integral in addressing the scaling needs of our Partner ecosystem and driving a positive experience for our Partners when working with Snowflake. Thus Partner Revenue Operations is uniquely positioned at the cross section of these critical support functions to make a true impact on the business.

Our team is building the capabilities needed to scale Snowflake’s Go-to-market strategy & Partner ecosystem into new markets and customer segments, introduce uniquely new solutions and services, and sell through new channels. In this role, you are pivotal to understanding our Partner ecosystem, assessing partner-led GTM routes to market and providing recommendations to improve partner performance while supporting the execution of our strategy. You will focus on building and managing our channel systems and processes to streamline our Partner business and make it easy for our Partners to work with Snowflake. Intimate knowledge of SIs, ISVs, Cloud Partners and Reseller business and the associated processes and tools needed to support are critical. You will work closely with our partner leaders, product leaders, marketing, finance, IT and operations teams to implement this strategy, working collaboratively to put in place new processes, systems and best practices to successfully execute on Snowflake’s vision and maximize the impact of Partners and the Partner team.

We’re looking for someone who loves combining strategy with execution and can roll up their sleeves to bring plans to life. This role requires a “full stack” player; comfortable in lead or support roles across a variety of projects and strategy and operations responsibilities.

This is a remote role that can be based anywhere in the United States.

In this role you will get to:

  • Lead channel operations strategy across all partner routes to market including Resale, Marketplace (AWS, Azure, GCP), Distributors and Managed Services Providers
  • Build out a team of global Channel deal operations managers to drive in timezone coverage for support; Establish, codify, implement and enablement channel rules of engagement and multi-channel deal operations playbooks to support partner transactions
  • Define channel-related CRM/PRM architecture requirements, ensuring scalable support for sell-with, sell-though and transactable motions
  • Drive automation and tooling improvement in collaboration with RevOps and IT to streamline channel quote-to-cash, onboarding and business ops workflows
  • Design and manage channel program mechanics including but not limited to deal registration, margin frameworks, discount approvals, incentive tracking and billing
  • Partner with finance and sales strategy to define multi-channel attribution models, especially in segments that have direct and channel partner engagement.
  • Define and operationalize channel-specific forecasting, pipeline hygiene, and performance dashboards both internally to Snowflake and externally to Partners (e.g. PRM analytics)
  • Collaborate w/ Sales and field operations, public sector, legal, compliance and product teams to support contracting and security requirements in partner deals
  • Serve as the operational liaison for key channel partners, providing operational enablement, soliciting structure feedback and resolving process bottlenecks and inefficiencies
  • Support internal and external compliance and audit reviews for channel businesses

On Day One we will expect you to have:

  • 10+ years of experience in sales, partner or channel operations in high-growth

Skills

Channel Operations
Partner Ecosystem
Go-to-Market Strategy
Systems and Processes
SIs
ISVs
Cloud Partners
Reseller Business
Strategy
Execution

Snowflake

Data management and analytics platform

About Snowflake

Snowflake provides a platform called the AI Data Cloud that helps organizations manage and analyze their data. This platform allows users to store and process large amounts of data efficiently, offering services like data warehousing, data lakes, data engineering, data science, and data sharing. Snowflake's system works by uniting data from different sources, enabling secure sharing and performing various types of analytics. What sets Snowflake apart from its competitors is its ability to operate seamlessly across multiple public clouds, allowing users to access their data from anywhere. The company's goal is to help businesses leverage their data for better decision-making by providing a flexible subscription-based service that scales according to their needs.

Bellevue, WashingtonHeadquarters
2012Year Founded
$1,341.3MTotal Funding
IPOCompany Stage
Data & Analytics, Enterprise Software, AI & Machine LearningIndustries
5,001-10,000Employees

Benefits

We've got your back - We offer comprehensive health insurance plans, health savings accounts, robust retirement plans, and generous life and disability insurance.
A Balanced Lifestyle - All Snowflakes have access to our weekly online lunch and learns, virtual workout classes, and ergonomic work-from-home equipment. We offer on-demand mental health and wellness programs to support our employees and their families.
Your People Matter - Help offset the cost of growing your family with our fertility benefits and family planning resources. Count on our generous time-off and various leave plans for you to rest, refuel, and sustain a great work-life balance.
Global Snowflake Team - No matter where you are in the world, we will get you connected and supported with a work-from-home setup.
Treat Yourself - Personalize your Snowflake benefits by tapping into our employee discounts and pre-tax selections.
Invest In Your Future - Eligible employees enjoy new hire equity, Employee Stock Purchase Plan (ESPP), and a quarterly bonus or commission program.

Risks

Integration challenges from Datavolo acquisition may disrupt operations and customer service.
Increased competition from Mistral AI could challenge Snowflake's market position.
Convertible senior notes pricing may increase financial pressure if market conditions worsen.

Differentiation

Snowflake offers a unified platform for diverse data workloads, unlike traditional solutions.
The AI Data Cloud enables near-unlimited scale and performance for data mobilization.
Snowflake's seamless multi-cloud experience ensures efficient data operations across locations.

Upsides

Acquisition of Datavolo enhances Snowflake's open data integration capabilities.
Investment in Metaplane boosts AI-driven data quality solutions for Snowflake users.
Snowflake Ventures' investment in Hex expands accessibility of data tools to non-technical users.

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