Partner Development Director

Snowflake is about empowering enterprises to achieve their full potential - and people too. With a culture that's all in on impact, innovation, and collaboration, Snowflake is the sweet spot for building big, moving fast, and taking technology - and careers - to the next level.

Our SI partners play a key role in bringing our customers' data-backed ambitions to life by implementing and harnessing the power of the Snowflake Data Cloud for cutting edge workloads and use cases. Through our partnerships, we enable companies to empower their employees with the data they need when and how they need it to better engage their customers, optimize their operations, and transform their products.

The Partner Development Director role involves driving and nurturing relationships with our System Integrator (SI) partners. Your primary objective is to strengthen and expand the collaboration between Snowflake and these partners to drive growth.

The success of these partnerships are demonstrated by driving growth with our 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 depends on your ability to drive compelling business strategies, GTM motions and relationships within the partner. 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 in our Partner Program. Collaborate on joint GTM strategies including strategic objectives and target markets / industries. Define joint industry solutions and offerings with that demonstrates capability while differentiating the partner. Achieve partnership goals including sales quota and marketing activities; this is a quota carrying position.

Practice Development : Inspire your partners to grow their practices with Snowflake. Evaluate their expertise, capabilities, and delivery quality and activate the GTM programs accordingly. Define certification growth plans and support enablement of the partners. Cultivate strong and lasting relationships with key Sr executives and decision-makers at the partners.

Results-oriented Partner Management : Effective and proven Partner Management skills will be necessary to manage the alliance development lifecycle for your partners. This will require the ability to be a self-starter focused on building and owning the 360-degree relationship.

Cross-Functional Collaboration : Collaborate with other departments, such as product development, sales, sales engineering, professional services, legal and marketing, to ensure a seamless partner & customer experience. Share partner & customer feedback and insights with relevant teams to drive continuous improvement. This candidate will 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 your partners in navigating Snowflake's partner program & 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 your assigned partners related to specific metrics. It is important to have the ability to shift priorities, take risks and think outside of the box to deliver on key criteria. This candidate will be highly resourceful, and have the ability to manage multiple priorities at scale.

DESIRED EXPERIENCE :

Bachelor's degree (MBA preferred)

A minimum of 10 years of partner experience, strategic alliances, sales, marketing, business development in technology

5+ years 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 manage global and regional business plans, track and articulate partner progress.

Strong executive presence and polish.

Excellent written and verbal communication skills. Strong problem-solving skills and ability to organize priorities in a dynamic environment.

Working knowledge of Cloud environments is preferred.

Travel Required : Estimated at 25-50% (variable)

Every Snowflake employee is expected to follow the company's confidentiality and security standards for handling sensitive data. Snowflake employees must abide by the company's data security plan as an essential part of their duties. It is every employee's duty to keep customer information secure and confidential.

Snowflake is growing fast, and we're scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake.

How do you want to make your impact?

For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information : careers.snowflake.com

The following represents the expected range of compensation for this role :

• This role is eligible to participate in Snowflake's commission plan and it is common for employees in this role to receive total on-target earnings of $280,000 - $367,500. The estimated base salary for this role is $196,000 - $257,250.
• Additionally, this role is eligible to participate in Snowflake's equity plan.

The successful candidate's starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. This role is also eligible for a competitive benefits package that includes : medical, dental, vision, life, and disability insurance; 401(k) retirement plan; flexible spending & health savings account; at least 12 paid holidays; paid time off; parental leave; employee assistance program; and other company benefits.

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