Vice President, Alliances - Enterprise Technology & Cloud Service Providers

Snowflake•Menlo Park, CA

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. We're seeking a strategic and results-oriented Vice President of Alliances to lead our enterprise technology partnerships and Cloud Service Providers. This is a critical leadership role responsible for building, scaling, and managing our global alliance strategy to drive significant revenue growth and market share. You will be the executive owner of our most strategic technology alliances. This requires a seasoned professional with a deep understanding of the enterprise software ecosystem, a proven track record of building multi-million dollar partnerships, and the ability to operate at a strategic level while maintaining a tactical, hands-on approach.

Requirements

Leadership Experience: 15+ years of total professional experience, with a minimum of 7 years in senior leadership roles focused on alliance management or business development within the enterprise software or SaaS industry.
Enterprise Technology Expertise: A proven history of building and scaling multi-million dollar partnerships with major enterprise technology companies, with a strong emphasis on CSPs, CRM, ERP, HCM. You must possess a deep understanding of their product ecosystems, go-to-market motions, and organizational structures.
Strategic Acumen: Demonstrated ability to create and execute complex, multi-year alliance strategies that drive significant revenue and business growth.
Executive Presence: Exceptional communication, presentation, and negotiation skills. You must be comfortable and credible when engaging with C-level executives and key decision-makers.
Global P&L Responsibility: Experience managing a significant P&L or revenue target tied directly to alliance performance.
Cross-Functional Leadership: A history of successfully leading and influencing cross-functional teams without direct authority.

Nice To Haves

Enterprise Systems Knowledge: Deep expertise in the broader ERP and CRM market landscape, with knowledge of key players and market trends.
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.
Global Experience: Prior experience in a global leadership role, managing alliances across multiple regions and cultures.

Responsibilities

Develop and Execute a Global Strategy: Define and lead the global alliance strategy for enterprise technologies. Identify key partners (including CSPs, Workday, and other ERP/CRM leaders), prioritize joint initiatives, and establish clear, measurable objectives to drive a material impact on the business.
Drive Executive Relationships and Influence: Build and maintain deep, trust-based relationships with C-level and senior executives at our strategic partners. You will act as a primary executive sponsor for these alliances, navigating complex organizations to secure alignment and drive joint initiatives.
Lead Revenue Generation: Be fully accountable for alliance-sourced and influenced revenue. You will work closely with our sales leadership and field teams to build joint go-to-market plans, create a robust co-sell cadence, and ensure partners are integrated into our largest enterprise accounts.
Orchestrate Cross-Functional Teams: Lead and manage a team of alliance professionals. You will also influence and align internal stakeholders across Sales, Product, Marketing, Sales Engineering, and Legal to ensure partnership success.
Oversee Program Management and Governance: Establish the operational rigor for the partnerships, including executive-level business reviews and key performance indicator (KPI) reporting. You will ensure we have the right governance models to scale these partnerships globally.
Act as a Thought Leader: Represent the company at high-profile industry events, executive briefings, and conferences. You will articulate a compelling vision for our joint solutions and their value to the market.