Sr. Partner Development Manager

Salary: $185.9K - $206.5K Employment Type: Full-Time

Position Overview

Join the Snowflake team and help bring data-backed ambitions to life! Our System Integrator (SI) partners are crucial in implementing and leveraging the power of the Snowflake Data Cloud for cutting-edge workloads and use cases. Through these partnerships, we enable companies to empower their employees with the data they need, when and how they need it, to better engage customers, optimize operations, and transform products.

The Sr. Partner Development Manager role focuses on driving and nurturing relationships with our SI partners. Your primary objective is to strengthen and expand the collaboration between Snowflake and these partners to drive growth. Success in this role is demonstrated by driving growth with joint customers, delivering key Go-To-Market (GTM) programs, establishing critical executive relationships, enabling partners to grow their Snowflake competency, and delivering customer success.

Your success will depend on your ability to drive compelling business strategies, GTM motions, and relationships within the partner ecosystem. Strong communication, experienced strategic alliance leadership, and problem-solving skills are vital to excel in this role.

Key Responsibilities

• Strategic Go-to-Market:
  • Work closely with Snowflake’s longtail partners to help them build and scale within our Partner Program.
  • Collaborate on joint GTM strategies, including strategic objectives and target markets/industries.
  • Define joint industry solutions and offerings that demonstrate capability while differentiating the partner.
  • Achieve partnership goals, including sales quota and marketing activities (this is a quota-carrying position).
• Practice Development:
  • Inspire partners to grow their practices with Snowflake.
  • Evaluate partner expertise, capabilities, and delivery quality to activate GTM programs accordingly.
  • Define certification growth plans and support partner enablement.
  • Cultivate strong and lasting relationships with key senior executives and decision-makers at partner organizations.
• Results-oriented Partner Management:
  • Utilize effective and proven partner management skills to manage the alliance development lifecycle for your partners.
  • Demonstrate the ability to be a self-starter focused on building and owning the 360-degree relationship.
• Cross-Functional Collaboration:
  • Collaborate with other departments (e.g., product development, sales, sales engineering, professional services, legal, marketing) to ensure a seamless partner and customer experience.
  • Share partner and customer feedback and insights with relevant teams to drive continuous improvement.
  • Collaborate with a team of technical experts to drive solution building with our partners.
• Co-Marketing Initiatives:
  • Coordinate and execute co-marketing activities, including events, webinars, and content creation, to increase partner brand visibility and generate leads.
• Deal Support:
  • Assist partners in navigating Snowflake’s partner program and sales process, including deal registration, proposal support, reporting, and alignment with Sales Leadership.
  • Collaborate with internal teams to ensure a smooth and efficient sales cycle.
• Deliver on Performance:
  • Monitor the performance and success of assigned partners related to specific metrics.
  • Demonstrate the ability to shift priorities, take risks, and think outside the box to deliver on key criteria.
  • Be highly resourceful and manage multiple priorities at scale.

Desired Experience

• Bachelor's degree (MBA preferred).
• A minimum of 10 years of experience in partner management, strategic alliances, sales, marketing, or business development within the technology sector.
• 5+ years of channel sales or channel program management experience with accountability for revenue targets.
• Track record of success and established relationships with Snowflake’s System Integrators.
• Ability to... (Content truncated in original input)