ashby
Federal Partner Development Manager
Snowflake
Remote, USA
Full-time
Manager · 10+ years experience
Remote
Discovered 2 weeks ago
snowflake
Key Skills for This Role
snowflake
Full Job Posting
Key Responsibilities
- Partner Management: Own the alliance development lifecycle for your assigned partners, from strategy and business planning through pipeline management and execution. Identify priority federal customer targets and establish joint GTM initiatives with clear owners, milestones, and metrics.
- Cross-Functional Collaboration: Partner with sales, sales engineering, professional services, product, legal, and marketing to deliver a seamless partner and customer experience. Share partner and customer insights with internal teams to drive continuous improvement, and work with technical experts to build solutions with partners.
- Co-Marketing: Plan and execute co-marketing activities, including events, webinars, and content, to increase partner visibility and generate qualified leads.
- Deal Support: Help partners navigate Snowflake's partner program and sales process, including deal registration, proposal support, and reporting. Align with Sales Leadership and internal teams to keep sales cycles smooth and efficient.
- Performance Delivery: Monitor partner performance against defined metrics, including sourced pipeline, partner activation, and competency growth. Shift priorities, take calculated risks, and think creatively to deliver results while managing multiple priorities at scale.
- Build AI-First Operating Practices: Use Snowflake CoWork, CoCo, Salesforce, Slack, and related tools to streamline partner planning, opportunity tracking, deal registration, executive briefings, and partner scorecards. Identify repeatable workflows that can be automated or augmented with AI, and experiment responsibly to improve speed, visibility, and decision quality. Experience building MCP-based workflows or applying AI to sales and partner operations is a strong plus.
- At Snowflake, we are powering the era of the agentic enterprise. We look for AI-native thinkers who are curious, low-ego, and energized by reinventing how work gets done. You treat AI as a high-trust collaborator, thrive in fast-moving environments, and rapidly test emerging capabilities to find simpler, more powerful ways to deliver results.
- Desired Experience
- 10+ years of experience in strategic alliances, partner development, channel sales, technology sales, or business development
- Experience managing system integrators, resellers, cloud providers, or other technology partners in the federal or public sector market
- Demonstrated success generating partner-sourced pipeline and revenue against measurable business targets
- Ability to create and execute joint business plans, account strategies, and GTM programs, and to track and articulate partner progress
- Strong executive presence, negotiation skills, and written and verbal communication
- Ability to operate effectively across sales, solution engineering, marketing, professional services, legal, and product teams
- Working knowledge of cloud data platforms, AI, and frontier model environments
- Established relationships with Snowflake's System Integrators and Value-Added Resellers is preferred
- Experience using AI or automation to improve sales and partner workflows is preferred
- Bachelor's degree preferred; MBA or equivalent experience is a plus
- Travel: Approximately 25%, depending on business needs
- 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?
- For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com
Qualifications
- 10+ years of experience in strategic alliances, partner development, channel sales, technology sales, or business development
- Experience managing system integrators, resellers, cloud providers, or other technology partners in the federal or public sector market
- Demonstrated success generating partner-sourced pipeline and revenue against measurable business targets
- Ability to create and execute joint business plans, account strategies, and GTM programs, and to track and articulate partner progress
- Strong executive presence, negotiation skills, and written and verbal communication
- Ability to operate effectively across sales, solution engineering, marketing, professional services, legal, and product teams
- Working knowledge of cloud data platforms, AI, and frontier model environments
- Travel: Approximately 25%, depending on business needs
- 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?
- For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com
Preferred Qualifications
- Established relationships with Snowflake's System Integrators and Value-Added Resellers is preferred
- Experience using AI or automation to improve sales and partner workflows is preferred
- Bachelor's degree preferred; MBA or equivalent experience is a plus
About Snowflake
Technology5,001-10,000Founded 2012
Snowflake is a cloud-based data platform that enables organizations to store, manage, and analyze data at scale. The company provides solutions for data warehousing, data lakes, data engineering, and AI/ML workloads across major cloud providers.
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