Director, Enterprise Partner Sales

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.

Snowflake is experiencing exponential growth, and we are expanding our Alliances team to help us scale. As Director, Enterprise Partner Sales, reporting to the RVP Partner Sales, AMERS, you will have a unique opportunity to lead Partner Sales Managers (PSMs) at Snowflake.  

As Snowflake begins to change its sales organization to build for growth, you will have the rare opportunity to play a key role in driving a partner first culture. You will deliver executive-level leadership for highly strategic growth opportunities and identify, architect, negotiate and drive successful execution of deals with partners and customers. Partners serve as a force multiplier in the Enterprise Business. This role will meaningfully impact how we engage with partners in our top accounts as we look to expand our Enterprise business

KEY RESPONSIBILITIES INCLUDE:

• Strategic Go-to-Market: Scale and manage a high-performing team of PSMs who consistently overachieve on aggressive goals.  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 help identify 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 to sales leadership and share insights with relevant teams to drive continuous improvement. 
• Performance Tracking: Monitor the team 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. Attract, hire, develop, and retain world-class talent.
• Results-Oriented Leadership: Effective and proven sales leadership experience will be necessary to manage a team that consists of partner sales managers.  Strong motivation skills, ability to grow talent and manage by goal-setting with consistent business reviews. Provide feedback in a collaborative format of how Snowflake can continue to evolve and enhance programs, incentives and tools, etc. Lead through inspiration and foster a “Team Positive” culture.

DESIRED EXPERIENCES & SKILLS:

• Bachelor's degree
• A minimum of 10+ years of a mix of partner experience, sales, marketing, business development in technology; experience with accountability for revenue targets
• 3+ years in high paced sales leadership roles
• Proven track record of success and established relationships with Snowflake’s System Integrators (SIs)
• Working knowledge of cloud environments and Snowflake’s Partner Ecosystem is preferred
• Working knowledge of and engaging with internal professional services
• Ability to design and implement territory plans, measure and articulate partner impact, create and execute sales plays, as well as foster strong partner alignment 
• Excellent written and verbal communication skills. Strong problem solving skills and ability to organize priorities in a dynamic 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?