Senior Alliance Manager, AWS Partnership at Snowflake

Menlo Park, California, United States

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$150,000 – $200,000Compensation

Senior (5 to 8 years)Experience Level

Full TimeJob Type

UnknownVisa

Technology, Cloud ComputingIndustries

Requirements

6+ years of total relevant work experience, specifically 3 years minimum of sales and alliance experience
Prior background in software and SaaS
Proven success in leading alliance partnerships and the ability to identify and capitalize on areas of mutual business interests
Highly analytical and data driven strategic thinker, capable of creative problem solving and pragmatic execution
History of success in working with cross-functional team members, including Sales, Sales Engineering, Finance, Marketing and Programs
Strong verbal and executive presentation skills to routinely communicate strategy, progress and impact of the partnership across executives, sales and technical functions
Strong skills in multitasking, communication, negotiation, organization, and teamwork
Proven self-starter with a high degree of initiative and ability to learn quickly
Ability to follow the company’s confidentiality and security standards for handling sensitive data and abide by the company’s data security plan

Responsibilities

Work with colleagues in the Strategic Partners team and Cloud Partner Sales teams across the Americas, EMEA and APJ to hit annual co-sell targets
Work with AWS and Snowflake industry GTM specialists and partner solution engineers to create joint industry use cases, AWS “Book of Offers” listings, and industry sprints/campaigns to generate more demand and improve co-sell, including programs focusing on Global 2000 accounts
In conjunction with Snowflake’s Incentive Programs team, manage AWS-related incentive fund programs that assist customers and sales teams
Help the AWS Global Alliance Director prepare QBRs with Snowflake senior executives, including Snowflake’s Chief Revenue Officer, and AWS counterparts
In conjunction with Snowflake’s sales strategy and sales operations team, lead efforts with AWS Marketplace to better suit Snowflake’s evolving needs
Work with Snowflake and AWS Partner Marketing teams to create and execute compelling marketing programs that highlight the value of Snowflake and Snowflake + AWS joint solutions
Create and often deliver to Snowflake and AWS partner sales teams, sales leaders and account executives enablement materials on why Snowflake and AWS should partner, Snowflake’s fit for specific use cases, and joint Snowflake/AWS solutions
Proactively build trust-based relationships across both internal and AWS stakeholders
Use Snowflake systems to measure the efficacy of field programs and associated sales impact, deal registration, joint pipeline, referenceable wins, etc

Skills

Key technologies and capabilities for this role

AWSAlliance ManagementCo-sellGTMAWS MarketplaceSales EnablementPartner MarketingIncentive ProgramsQBRIndustry Use Cases

Questions & Answers

Common questions about this position

What is the salary range for the Senior Alliance Manager role?

The salary range is $150K - $200K.

Is this position remote or does it require office work?

This information is not specified in the job description.

What experience and skills are required for this role?

Candidates need 6+ years of total relevant work experience, including at least 3 years in sales and alliance experience, prior background in software and SaaS, proven success in leading alliances, analytical and data-driven strategic thinking, cross-functional collaboration, and strong verbal and executive presentation skills.

What is the team structure like for this position?

The role reports to the Global Alliance Director for the AWS Partnership and involves working with colleagues in the Strategic Partners team and Cloud Partner Sales teams across the Americas, EMEA, and APJ, as well as cross-functional teams like Sales, Sales Engineering, Finance, Marketing, and Programs.

What makes a strong candidate for this Senior Alliance Manager position?

A strong candidate has proven success in leading alliance partnerships, especially in software/SaaS, with analytical strategic thinking, cross-functional collaboration experience, and strong executive presentation skills to drive GTM efforts and co-sell targets.

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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