Principal - Commercial Strategy

Build the future of data. Join the Snowflake team.

This newly created Finance role sits at the intersection of Snowflake’s product/platform roadmap, our customers data strategy and innovations, and Snowflake’s key performance metrics.  As the most senior financial professional in the field, your priority, in collaboration with the Snowflake Sales/Systems Engineer/Pro Services/Product/Partner teams, is to develop comprehensive commercial solutions to support the long-term success of our customers' data strategy, aligned to Snowflake’s priorities.  

You will play a crucial role in helping to design, develop and deliver a customer centric commercial model that promotes the on-going adoption and expansion of the continuously advancing capabilities of the Snowflake data platform. 

You’ll get C-level exposure both internally, and externally with our most strategic relationships focusing real-time on what matters most to the success of Snowflake and its constituents.  

This role requires in-person attendance at least 3 days per week in our Atlanta, GA or Boston, MA office. 

KEY AREAS OF RESPONSIBILITY :

• As a key member of the newly formed Global and Strategic Accounts team, participate in internal and external customer strategy sessions focused on the medium- and long-term opportunity with Snowflake’s strategic relationships. 
• Develop and own the underlying economic framework that underpins the customers 5-year “Data Usage Map”; 
• Triangulate the customers potential future platform usage, Snowflake’s current and future roadmap features and capabilities, and the customers overall data strategy.
• In conjunction with our Sales/Systems Engineer/Pro Services/Product/Partner teams own and manage the all-in customer pricing/economics, including any potential Snowflake investment strategy, in accordance with Snowflake’s KPI’s;
• In collaboration with the sales team, co-present a formal term sheet, capturing the economic value add and value proposition through the customer’s lens.
• Collaborate with Snowflake’s internal pricing team to ensure we capture the optimal financial outcome, balanced with the customers unit-economic expectations.
• Interface directly with our customers in support of the proposal mechanics and negotiation of the commercial terms;
• Provide insights to the sales team and customers as to how the commercial elements of our proposal operate, including the all-in economics from their perspective.
• Act as an adviser to our sales team and customers, particularly around optimizing the economics of a consumption revenue model.   

EXPERIENCE :

• 10+ years of relevant financial and strategy experience, preferably in a technology or fast-paced entrepreneurial environment.  MBA required.
• Demonstrated success in business or corporate development, senior financial management, negotiating and closing complex transactions,  
• Skills in helping grow a business are a huge plus, such as arranging joint ventures, capital raising, M&A, new product launches, and investment alongside customers/partners.