Senior Director, Alliances - GSI

Snowflake

21h

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.
Our GSI 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 Director, GSI Leader role involves leading a team of Senior level, Partner Development Directors, who are responsible for building, scaling and maturing relationships with Snowflake’s top Global System Integrator (GSI) partners and executing against global partnership plans to drive customer outcomes and Snowflake revenue.
This isn't just a leadership position; it’s a high-stakes, high-visibility opportunity to redefine how our organization engages with Global Systems Integrators (GSIs). As the Senior Director, you aren't just managing a team—you are the architect of a future-state ecosystem, wielding the influence to shape long-term strategic alliances that move the needle on a global scale, with direct access to executives across these partners and Snowflake.

Requirements

• Bachelor's degree (MBA preferred).
• 15+ years of partner experience, strategic alliances, sales, business development in technology.
• Strong people management and leadership experience, ideally with experience in managing leaders of leaders.
• 10+ 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 and specific experience working and building relationships with Global System Integrators.
• Tech & Tool Savvy: High proficiency in Google Workspace (Docs, Slides, Sheets) and Slack is non-negotiable.
• Strong executive presence and polis.
• Excellent written and verbal communication skills. Strong problem-solving skills and ability to organize priorities in a dynamic environment.
• Working knowledge of Cloud environments is preferred.
• Travel Required: Estimated at 25-50% (variable)
• 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.

Nice To Haves

• Experience using AI productivity tools is a strong plus.

Responsibilities

• Team & Leadership: Lead a team of senior-level, Partner Development Directors to drive investment and growth across the GSI partner portfolio. Coach the team on strategic "executive intercepts," ensuring that high-level CEO-to-CEO interest is translated into actionable, measurable GTM plans. Successful "reimagining" of the GSI 360-degree relationship—shifting the focus from transactional interactions to a holistic, value-driven partnership. Earning the trust of both the GSI team and C-suite executives, evidenced by their ability to navigate complex global dynamics and foster a culture of high performance and accountability.
• GSI Narrative: Moving beyond "business as usual" to define a provocative, long-term vision for how GSI partners will evolve within the ecosystem. Socialized a clear North Star narrative that aligns internal stakeholders and external partners, securing high-level executive buy-in for the future landscape of the GSI business. Direct the team in helping GSIs build reusable AI skills and repeatable patterns (e.g., automated legacy-to-Snowflake migration tools). Ensure GSIs are not just "implementing" Snowflake, but building their own high-margin IP on top of the AI Data Cloud, leading with their own, robust Industry expertise.
• GSI Portfolio Accountability: Direct the overarching GSI Go-To-Market for Snowflake, ensuring team-wide alignment on global and regional Sales, Solution Engineering, Partner Solution Engineering, Industry and Marketing activations. You will be responsible for the aggregate quota for the GSI partner portfolio and for ensuring GSI partners are driving value based outcomes and helping customers go live and scale on Snowflake, faster. Success is defined by the consistent achievement of shared KPIs across regions, characterized by a rigorous operational cadence. This includes demonstrating clear "wins" in joint-to-market strategies and a measurable YoY increase in partner’s impact in Snowflake revenue.
• Digital & AI Fluency: Lead by example in a digital-first environment. You will leverage AI tools (Cortex, Gemini) and data visualization to provide real-time partner health assessments and forecast accuracy.

Benefits

• This role is eligible to participate in Snowflake's commission plan and it is common for employees in this role to receive total on-target earnings of $400,000 - $525,000.
• This role is also eligible for a competitive benefits package that includes: medical, dental, vision, life, and disability insurance; 401(k) retirement plan; flexible spending & health savings account; at least 12 paid holidays; paid time off; parental leave; employee assistance program; and other company benefits.

What This Job Offers

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