Senior Director, Alliances - Cloud Service Providers

Snowflake•Denver, CO

15h

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 THE ROLE Snowflake is looking for a Senior Director, Alliances - Cloud Service Providers to lead our high-growth global strategy. You will sit at the intersection of sales, product, and ecosystem strategy, driving our relationship with the world’s leading Cloud Service Providers (CSPs). As the leader of the Cloud Alliances team, you will move beyond traditional "channel management" to build strategic partnerships with Amazon Web Services, Microsoft and Google Cloud. You are responsible for turning Snowflake’s strategic cloud partnerships into a massive force multiplier for our sales organization, ensuring that our "better together" story translates into tangible consumption and ACV growth.

Requirements

Experience: 12+ years of professional experience in Sales, Business Development, or Alliances within the SaaS/Software space.
Leadership: 3+ years of experience managing high-growth teams. You have a track record of coaching team members to exceed performance targets.
Cloud Ecosystem Expertise: Deep, working knowledge of the AWS, Azure, or GCP ecosystems. You understand their internal incentives, funding vehicles, and regional sales structures.
Strategic Mindset: Proven ability to manage partnerships that involve both collaboration and competition. You know how to find the "win-win" in a complex marketplace.
Communication: Elite executive presentation skills. You can distill complex partnership data into actionable insights for C-suite stakeholders.
Education: Bachelor’s Degree required; MBA or equivalent experience preferred.

Nice To Haves

Data Marketplace/Monetization Experience: Direct experience in developing or managing partnerships centered on data monetization, data sharing, or cloud data marketplaces.
Team Management: Proven experience in building, mentoring, and leading a high-performing team of alliance professionals.
Technical Understanding: Strong technical fluency in data platforms, cloud technology, and analytics.
Growth Mindset: A history of thriving in hyper-growth environments, with the ability to manage ambiguity and rapidly evolving business needs.

Responsibilities

Strategy & Leadership: Define and execute the GTM strategy for our top-tier cloud partners (AWS, Azure, GCP). Lead a high-performing team of Regional Cloud Leads (RCLs) to drive co-sell excellence across Enterprise and Vertical segments.
Executive Stakeholder Management: Serve as the primary point of contact for these relationships working for the SVP of Partners & Alliances. You will align our cloud strategy with global & regional sales goals, ensuring seamless communication between Snowflake and CSP alliance leadership as well as regional field leadership.
Navigate "Co-opetition": Expertly manage the complex dynamics where cloud partners are both infrastructure providers and competitors. You will articulate the unique value of the Snowflake Data Cloud in driving underlying cloud consumption (consumption-based modeling) and a better together strategy.
Operational Excellence: Own the "Source, Influence, and Co-sell" metrics. Utilize Snowflake-on-Snowflake dashboards to track deal registration, joint pipeline health, and the ROI of cloud funding programs (e.g., AWS ISV Accelerate, Azure MACC).
Enablement & Evangelism: Build "trust-based" relationships with CSP sellers. You’ll be responsible for educating partner teams on why Snowflake is the preferred engine for data-heavy workloads and AI/ML initiatives.
Campaign Execution: Partner with Alliances Marketing to launch regional "Cloud-First" campaigns, leveraging partner incentives and credits to accelerate customer acquisition and migrations.