Build the future of the AI Data Cloud. Join the Snowflake team.

At Snowflake, we are dedicated to our people, our customers, our values, and our culture. We are looking for individuals with a growth mindset and the ability to think pragmatically to solve current issues while also planning for the future. As a Snowflake employee, you will also play a critical role in promoting diversity and inclusion within our organization.

Role Summary:

The Partner Development Manager role involves expanding our China partner network, driving and nurturing relationships with our System Integrator (SI) partners, Cloud Service Partners, and our technology partners. Your primary objective is to strengthen and expand the collaboration between Snowflake and these partners to drive growth. 

 The success of these partnerships are demonstrated by driving growth with our joint customers, delivering key Go-To-Market (GTM) programs, establishing critical executive relationships, enabling partners to grow their Snowflake competency, and delivering customer success.  

Your success depends on your ability to drive compelling business strategies, GTM motions and relationships within the partner. Strong communication, experienced strategic alliance leadership, and problem-solving skills are vital to excel in this role. 

KEY RESPONSIBILITIES:

Strategic Go-to-Market: Build comprehensive joint business plans and land global program for China market. Collaborate on joint GTM strategies including strategic objectives and target markets/industries. Define joint industry solutions and offerings with that demonstrates capability while differentiating the partner. Achieve partnership goals including sales quota and marketing activities; this is a quota carrying position.

Practice Development: Inspire your partners to grow their practices with Snowflake. Evaluate their expertise, capabilities, and delivery quality and activate the GTM programs accordingly. Define certification growth plans and support enablement of the partners. Cultivate strong and lasting relationships with key Sr executives and decision-makers at the partners.

Results-oriented Partner Management: Effective and proven Partner Management skills will be necessary to manage the alliance development lifecycle for your partners. This will require the ability to be a self-starter focused on building and owning the 360-degree relationship.

Cross-Functional Collaboration: Collaborate with other departments, such as product development, sales, sales engineering, legal and marketing, to ensure a seamless partner and customer experience. Share partner and customer feedback and insights with relevant teams to drive continuous improvement. This candidate will collaborate with a team of technical experts to drive solution building with our partners.

Co-Marketing Initiatives: Coordinate and execute co-marketing activities, including events, webinars, and content creation, to increase partner brand visibility and generate leads.

Deal Support: Assist your partners in navigating Snowflake’s partner program and sales process, including deal registration, proposal support, reporting and alignment with Sales Leadership. Collaborate with internal teams to ensure a smooth and efficient sales cycle.

Deliver on Performance: Monitor the performance and success of your assigned partners related to specific metrics. Important to have the ability to shift priorities, take risks and think outside of the box to deliver on key criteria.  

DESIRED EXPERIENCE:

Bachelor's degree (MBA preferred)

A minimum of 10 years of partner experience, strategic alliances, sales, marketing, business development in technology 

5+ 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 or cloud service providers.

Ability to manage and motivate partners, track and articulate partner progress.

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.

Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake.

How do you want to make your impact?