Alliances GTM Director, AWS

Snowflake • Seattle, WA

1d • $300,000 - $365,000

About The Position

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done.
As the Alliance GTM Director, AWS, you will lead the global go-to-market strategy for Snowflake's partnership with AWS. You will drive the GTM vision, execution, and field alignment required to accelerate co-sell revenue, expand joint pipeline, and scale Snowflake's impact across the AWS ecosystem. This role requires a leader who thrives at the intersection of strategic partnership development, field execution, and cross-functional orchestration within a complex, matrixed environment.

Requirements

• 12+ years of professional experience, with at least 5 years specifically focused on Cloud Provider ISV alliance management.
• Deep, hands-on experience with AWS's ecosystem, including AWS Marketplace, Partner Central, and complex funding programs.
• Proven ability to work directly with field sales and a mastery of how partnering functions at the individual account level.
• Demonstrated success in fostering relationships within relevant business lines and navigating a matrixed global organization.
• Proficiency in standard productivity tools to create executive-level presentations and data-driven reports.
• Bachelor's degree required; MBA strongly preferred.
• Ability to travel up to 20% as needed to support partner engagements.
• 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

• Own and evolve the global AWS–Snowflake GTM strategy, focusing on pipeline creation, co-sell velocity, and market expansion.
• Act as the global point leader for field-level co-sell engagement, enabling Snowflake and AWS sellers to collaborate effectively on active deals and new opportunities.
• Leverage AWS Partner Central and AWS Marketplace to accelerate deal registration, incentives, and co-sell execution.
• Lead senior-level engagements across AWS's field sales and industry teams, shaping long-term strategic direction and partnership milestones.
• Align Snowflake's solution plays with AWS’s industry priorities, ensuring coordinated messaging, content, and field-ready enablement.
• Partner with Snowflake's Cloud Partner Sales, Industry GTM and Solutions Engineering teams to deliver joint plays that drive measurable pipeline impact.
• Serve as the global escalation point for co-sell blockers, marketplace hurdles, funding program alignment, and AWS Marketplace issues.
• Develop scalable enablement motions — including playbooks, seller guides, and joint value messaging — to empower Snowflake and AWS field teams.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior