Alliance Manager, Enterprise Technology

Snowflake•Chicago, IL

61d

About The Position

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. Snowflake is experiencing exponential growth, and we are expanding our Alliances team to help us scale. As Global Alliance Director for our Snowflake's new Enterprise Technology Alliances partnership, you will lead a strategic partnership that spans resell, co-sell, marketing and product integration pillars. The primary focus of the role is supporting our joint customers and sales teams with effective joint go-to-market and resell/co-sell success. Reporting to the Vice President of Strategic Partners, you will have a unique opportunity to work for the AI Data Cloud and lead one of Snowflake’s most important strategic partnerships.

Requirements

Over 12 years of relevant work experience, including a minimum of 8 years in sales and alliances and at least 3 years at a director level or higher.
A minimum of 2 years of experience leading an Enterprise Technology Alliances partnership with a Strategic ISV (such as one focused on ERP, HCM, or CRM) that generated more than $10M in annual co-sell/resell.
A proven history of success leading alliance partnerships and identifying mutual business interests, with a background in software and SaaS.
A highly analytical, data-driven, and strategic mindset, with the capability for creative problem-solving and pragmatic execution.
Strong verbal, executive presentation, and communication skills to effectively articulate the partnership's strategy and impact, with a history of success working with cross-functional teams.
A proven track record as a self-starter with a high degree of initiative and the ability to learn quickly.
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.

Responsibilities

Global Partnership Leadership: Drive the global partnership strategy and execution for Enterprise Technology partners, encompassing resell, co-sell, marketing, and product integration.
Sales Target Achievement: Achieve co-sell and resell success by collaborating with Snowflake's global sales teams across the Americas, EMEA, and APJ, developing sales plays to enhance field collaboration, and meeting annual sales targets.
Partner Relationship Management: Collaborate with external partner leads to define goals, manage the business, and resolve issues. Build and foster trusting relationships with all internal and partner stakeholders.
Enablement and Marketing: Create and deliver enablement materials to sales teams, highlighting the value and differentiators of joint solutions. Partner with marketing teams to develop compelling programs that showcase the value of joint solutions.
Business Review and Performance Tracking: Lead Quarterly Business Reviews (QBRs) with senior executives. Utilize Snowflake systems to measure partnership efficacy and track key metrics such as joint pipeline and deal registration.