Partner Development Director

Who you are

• 8+ years of partner experience, strategic alliances, sales, marketing, business development in technology
• Bachelor's degree (MBA preferred)
• 8+ 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
• Working knowledge of Cloud environments is preferred
• 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

What the job involves

• 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 AI 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 Senior Manager 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
• In this role you will be responsible for growing the relationship with IBM in the Americas
• The success of these partnerships is 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 with IBM
• Strong communication, experienced strategic alliance leadership, and problem-solving skills are vital to excel in this role
• Strategic Go-to-Market: Work closely with IBM to build comprehensive joint business plans. 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 IBM & Young 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 partner. Cultivate strong and lasting relationships with key Sr executives and decision-makers at the partner
• Results-oriented Partner Management: Effective and proven Partner Management skills will be necessary to manage the alliance development lifecycle. 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 brand visibility and generate leads
• Deal Support: Assist IBM 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 IBM 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

Benefits

• Comprehensive health insurance plans
• Health savings accounts
• Robust retirement plans
• Life and disability insurance
• Weekly online lunch and learns
• Virtual workout classes
• Ergonomic work-from-home equipment
• On-demand mental health and wellness programs
• Fertility benefits and family planning resources
• Generous time-off and various leave plans
• Onsite and Remote Work
• Employee discounts and pre-tax selections
• New hire equity + Employee Stock Purchase Plan (ESPP)
• Quarterly bonus or commission program