Sr. Corporate Business Development Manager

Snowflake • Menlo Park, CA

78d

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 Corporate Business Development team to help us scale. As a Sr. Corporate Business Development Manager, you will play a key role in supporting and managing commercial partnerships with many of Snowflake’s top partners, including companies that Snowflake Ventures invests in. Reporting to the Head of Corporate Business Development, you will have a unique opportunity to contribute to the business development function at Snowflake. You will play a key role in shaping our build, buy, and partner strategy to drive Snowflake’s growth. You will manage the execution of deals with partners and customers, creating strategic growth opportunities. This role significantly impacts the direction and acceleration of success for our customers and partners globally. To date, corporate business development at Snowflake has negotiated agreements with large companies such as AWS, Microsoft, and Oracle, as well as a variety of other partners in the generative AI (e.g., Anthropic, Azure OpenAI), machine learning, and data governance spaces.

Requirements

• Bachelor's degree in business, finance, or a related field. MBA or advanced degree is strongly preferred.
• 7+ years of relevant business development and strategic partnership experience.
• Extensive experience in structuring and negotiating custom deals with both large and small companies.
• Prior experience working with cross-disciplinary teams, including product leaders, sales leaders, finance, and legal.
• Experience in software and SaaS is preferred.
• Strong verbal communication and presentation skills.
• Strong analytic and economic modeling skills with an understanding of business strategy.
• A proven self-starter with a high degree of initiative and ability to learn quickly.

Responsibilities

• Identifying, structuring, and negotiating strategic deals with partners.
• Working with corporate development, product management, sales, and marketing leaders to identify and pursue commercial partnership opportunities.
• Creating and articulating the value exchange framework for each partnership.
• Articulating the value of a partnership with Snowflake from the customer's perspective, gaining knowledge of their business priorities.
• Working with internal stakeholders and partners to structure partnership agreements that support both Snowflake’s and partners’ interests.
• Coordinating with all stakeholders to ensure internal alignment.
• Working with Finance to create economic models for partnerships, as appropriate.
• Creating materials for and supporting executive reviews for proposed partnerships.
• Leading deal negotiations, identifying negotiation strategy, and managing executive escalations.
• Creating detailed term sheets and working with Legal to draft, negotiate, and finalize contracts.

What This Job Offers

• Job Type: Full-time
• Education Level: Bachelor's degree
• Number of Employees: 5,001-10,000 employees