Sr. Partner Sales Manager, SLED East

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.

Our 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 partnerships, we enable organizations to empower their employees with the data they need when and how they need it to better engage their customers, optimize their operations, and transform their products.

The Partner Sales Manager role involves driving sales alignment and nurturing relationships with our partners and the Snowflake Public Sector Sales teams. Your primary objective is to strengthen and expand the collaboration between Snowflake and these partners to drive mutual business growth.

This Partner Sales Manager role will align to and support two field sales teams; the SLED East territory and the Canadian Public Sector territory. In this role you will be responsible for managing relationships with our Public Sector partners, and developing, leading and executing partner strategy across these two territories. The success of these partnerships is 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 with partners. 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:

• Strategic Go-to-Market: Work closely with the sales teams to identify strategic partners in territory and collaborate on joint go-to-market strategies including strategic objectives. Define joint industry solutions and offerings that demonstrate capability while differentiating the partner. Achieve partnership goals including sales quota, consumption and demand generating activities; this is a quota carrying position. You will also work closely with new partners who are excited to build a GTM with the Snowflake Public Sector teams.

• Practice Development: Inspire 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 partner. Cultivate strong and lasting relationships with key Sr executives and decision-makers at the partner.

• Results-oriented Partner Management: Effective and proven Partner Management skills will be necessary to manage the alliance development lifecycle. 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, professional services, legal and marketing, to ensure a seamless partner & customer experience. Share partner & 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 and articulate partner value propositions and share insights with relevant teams to drive continuous improvement.

• Deal Support: Assist partners in navigating Snowflake’s partner program & 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 the partner ecosystem related to specific metrics. It is important to have the ability to shift priorities, take risks and think outside of the box to deliver on key criteria.

DESIRED EXPERIENCE:

• 12+ years of partner experience, strategic alliances, sales, marketing, business development in technology

• Bachelor's degree

• 10+ years channel sales or channel program management experience with accountability for revenue targets

• Track record of success and established relationships with SLED and Canadian Public Sector focused partners

• 5+ years of experience with Public Sector