Sr. Partner Strategy Manager

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

Snowflake’s Sales Strategy & Business Operations team is seeking a Sr Partner Strategy Manager, to help define and drive the company’s Partner go-to-market strategy and operating plan. Our goal is to expand Snowflake’s addressable market and improve market penetration through our Partner ecosystem via targeted partner-led motions and investments.

In this individual contributor role, you will lead the work to identify market trends, conduct partner ecosystem competitive analysis, provide recommendations on partner-led routes to market, and support the execution of our overall GTM strategy.

Additionally, you will work closely with our partner leaders, regional sales leaders, marketing, finance, and operations teams to implement this strategy, working collaboratively to put in place new processes, systems, and best practices to successfully execute on Snowflake’s vision.

What you bring: You love combining strategy with execution, and you roll up your sleeves to bring plans to life. You are a “full stack” player; comfortable in lead or support roles across a variety of projects and responsibilities. You have a passion for technology and the role it plays in market, industry and company change. As a builder at heart, you have an appreciation for the operational components needed in order to build a world-class software company.

IN THIS ROLE YOU WILL GET TO:

• Support Partner leadership w/ Partner GTM strategy development including charter, priorities, measurement, structure, and accountability frameworks

• Act as key liaison between Sales Strategy and Partner leadership to provide visibility and align on corporate strategies/initiatives, collaborate on Partner contributions and facilitate handoffs to partner teams with regards to target contributions and required resourcing/investments

• Deepen integration and coordination of Partner GTM into Sales planning through long range planning, annual planning, and strategic initiatives

• Develop Partner GTM & financial models articulating the ROI/impact and required investment needed to support Snowflake strategy

• Define and manage key Partner led initiatives (e.g. Resell strategy, Partner led customer acquisition/expansion programs, ecosystem competency frameworks/analysis)

• Monitor our Partner ecosystem influence new customer acquisition trends against plan and highlight areas of opportunities through the entire sales funnel from lead generation, to pipeline creation, conversion/win rate, and time to close

• Identify ways to support growth strategy for our existing customers through partners, including strategic account reviews, product/use case mix analysis, customer/partner segmentation, and partner/sales productivity, to ensure our customers get the most value out of Snowflake

• Conduct competitive analysis to understand industry benchmarks related to Partner ecosystem strategies

• Demonstrate the ability to create a narrative and supporting analysis to influence decisions and outcomes, not just report on analytics

• Partner with sales, marketing, finance and operations leadership to formulate and communicate overall go-to-market strategy, across sales channels, geographies and segments 

ON DAY ONE WE WILL EXPECT YOU TO HAVE:

• Bachelor degree in business, statistics, economics or other quantitative (e.g. engineering) disciplines; MBA or similar advanced degree preferred

• 8+ years of professional experience with a core focus in partner/channel GTM strategy, planning, and operations; strategy consulting background and high growth enterprise software, platform and/or IaaS industry experience is highly preferred

• Track record of building, deploying, and scaling successful channel/alliance strategies

• Deep understanding of tech B2B customer acquisition, retention, and expansion motions

• Understanding of core business processes in a B2B technology environment; sales, marketing, product development, customer support and success, professional services

• Proven analytical and quantitative skills with a data-driven approach to problem-solving

• Experience identifying, evaluating and analyzing business performance while working across multiple business units to drive decisions 

• Experience with business modeling; operational and financial analysis

• Advanced data analysis/manipulation tools (proficiency with SQL and Excel required)

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