Global Alliance Director, AWS Partnership

Snowflake•Bellevue, WA

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 delivers the AI Data Cloud, a global network where thousands of organizations mobilize data with near-unlimited scale, concurrency, and performance. Inside the AI Data Cloud, organizations unite their siloed data, easily discover and securely share governed data, and execute diverse analytic workloads. Wherever data or users live, Snowflake delivers a single and seamless experience across multiple public clouds. Snowflake’s platform is the engine that powers and provides access to the AI Data Cloud, creating a solution for data warehousing, data lakes, data engineering, data science, data application development, and data sharing. Join Snowflake customers, partners, and data providers already taking their businesses to new frontiers in the AI Data Cloud. snowflake.com Snowflake is experiencing exponential growth, and we are expanding our Alliances team to help us scale. As Global Alliance Director for our AWS partnership, you will lead our multi-billion dollar per year relationship with AWS that spans 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 co-sell success. Reporting to the Senior Director of Cloud & 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

8+ years of relevant sales and alliances experience, including at least 3 years at a director level or above
2+ years of experience leading an ISV partnership with AWS with >$100M in annual co-sell
Prior background in software and SaaS
Proven success in leading alliance partnerships and the ability to identify and capitalize on areas of mutual business interests
Be highly analytical and data driven strategic thinker, capable of creative problem solving and pragmatic execution
History of success in working with cross-functional team members, including Sales, Sales Engineering, Finance, Marketing and Programs
Strong verbal and executive presentation skills to routinely communicate strategy, progress and impact of the partnership across executives, sales and technical functions
Strong skills in multitasking, communication, negotiation, organization, and teamwork
Proven self-starter with a high degree of initiative and 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

Lead direct reports and work with colleagues in Cloud Partner Sales teams across the Americas, EMEA and APJ to hit annual co-sell targets
Create sales plays and identify other means to improve co-sell the the creation and delivery of joint customer solutions, including programs focusing on Global 2000 accounts and industry use cases
In conjunction with Snowflake’s Incentive Programs team, manage AWS-related incentive fund programs that assist our customers and sales teams
Lead QBRs with Snowflake senior executives, including Snowflake’s Chief Revenue Officer, and AWS counterparts
Work with Snowflake and AWS Partner Marketing teams to create and execute compelling marketing programs that highlight the value of Snowflake and Snowflake + AWS joint solutions
Working with the Alliances team lead for cloud partner product integrations and the Partner Sales Engineering team and AWS counterparts
Create annual business plans between AWS and Snowflake
Create and deliver to Snowflake and AWS partner sales teams, sales leaders and account executives enablement materials why Snowflake and AWS should partner, Snowflake’s fit for specific use cases, and joint Snowflake/AWS solutions
Proactively build trust-based relationships across both internal Snowflake and AWS stakeholders
Use Snowflake systems to measure the efficacy of field programs and associated sales impact, deal registration, joint pipeline, referenceable wins, etc.