Sr. Partner Sales Management

Posted Mar 21

Sr. Partner Sales Management, CME/MEA Industry

Build the future of data. Join the Snowflake team.

Our SI partners play a key role in bringing our customers' data-backed ambitions to life by implementing and harnessing the power of the Snowflake Data Cloud for cutting edge workloads and use cases. Through our partners, we enable companies to empower their employees with the data they need to better engage their customers, optimize their operations, and transform their products. Driving adoption of the Snowflake platform within customers through delivery partners is also a critical part of this role.

The Sr. Partner Sales Manager role involves driving sales alignment and GTM with system integrator (SI) partners. Your primary objective is to strengthen and expand the collaboration between Snowflake and these SIs to drive mutual business growth.

In this role you will be working hand-in-hand with our team of Partner Development Managers that drive our strategic relationships with our top partners. As an SME of your territory and Industry, you will be responsible for developing, leading and executing the partner strategy. The success of these partnerships is demonstrated by driving growth with our joint customers, delivering key GTM programs, enabling partners to grow their capabilities and delivering customer success.

A proactive mindset, the ability to influence & deliver outcomes and to collaborate effectively across internal/external stakeholders will be crucial to your success. Strong sales acumen, experienced channel management, and problem-solving skills are vital to excel in this role

KEY RESPONSIBILITIES INCLUDE:

Strategic Go-to-Market: Work closely with the sales team to identify strategic SI partners in territory and create comprehensive joint account plans. Collaborate on partner joint go-to-market strategies that capture key customer needs and in territory target accounts. With a strong understanding of the business requirements you’ll identify Financial Services Industry partner solutions, offerings and capabilities that help drive expansion and consumption of Snowflake. These may include Data, ISV and Powered By Snowflake partners. Meet and exceed goals including sales quota, consumption, and demand generating activities; this is a quota carrying position.
Cross-Functional Collaboration: Collaborate with other departments, such as Product Development, Sales, Sales Engineering, Industry, Professional Services, Field CTO, and Marketing, to ensure a seamless partner & customer experience. Communicate the territory strategy, vision and priorities to partners. Articulate partner value propositions and share insights with relevant teams to drive continuous improvement.
Co-Marketing Initiatives: Coordinate and execute territory co-marketing activities, including events, webinars, and content creation to increase brand visibility and generate leads.
Deal Support: Assist the system integrators in navigating the sales process, including education, deal registration, pricing, and proposal support. Collaborate with internal teams to ensure a smooth and efficient sales cycle.
Performance Tracking: Monitor the performance and commercial outcomes of joint initiatives with system integrators. Analyze sales data, pipeline reports, and market trends. Effectively communicate commercial outcomes and partner impact.
Delivery Success: Ensure consistent communication and collaboration with system integrators during pre-sales and post sales activities. Develop a relationship with PSO key leaders to ensure Use Cases and Go-Live Dates are met.

DESIRED EXPERIENCES & SKILLS:

Bachelor's degree
10+ years of channel sales experience, sales, marketing, business development in technology & team leadership experience with accountability for revenue targets,
Proven track record of success and established relationships with Snowflake’s System Integrators (SIs).
Working knowledge of cloud environments, Snowflake’s Partner Ecosystem and the Financial Services Industry is preferred
Ability to design and implement territory plans, measure and articulate partner impact, create and execute sales plays, as well as foster strong partner alignment
Strong executive presence and the ability to influence others. Experience effectively collaborating across internal/external stakeholders with competing priorities
Excellent written and verbal communication skills with superior problem solving skills
Leads by example and has a demonstrated history of working with high performing teams
Ability to organize priorities in a dynamic and fast-paced environment
Travel Required: Estimated at 25-50% (variable)

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?

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.

The following represents the expected range of compensation for this role:

The estimated base salary range for this role is $193,000 - $269,347.
Additionally, this role is eligible to participate in Snowflake’s bonus and equity plan.

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. 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.

How do you want to make your impact?