Partner Development Direct, IBM

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done.

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 AI Data Cloud for cutting edge workloads and use cases. Through our partnerships, we enable companies 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 Development Senior Manager role involves driving and nurturing relationships with our System Integrator (SI) partners. Your primary objective is to strengthen and expand the collaboration between Snowflake and these partners to drive growth.

In this role you will be responsible for growing the relationship with IBM in the Americas. 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 IBM. Strong communication, experienced strategic alliance leadership, and problem-solving skills are vital to excel in this role.

HERE ARE SOME KEY RESPONSIBILITIES AND TASKS ASSOCIATED WITH:

• Strategic Go-to-Market: Work closely with IBM to build comprehensive joint business plans. Collaborate on joint GTM strategies including strategic objectives and target markets/industries. Define joint industry solutions and offerings with that demonstrates capability while differentiating the partner. Achieve partnership goals including sales quota and marketing activities; this is a quota carrying position.

• Practice Development: Inspire IBM & Young 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.

• Co-Marketing Initiatives: Coordinate and execute co-marketing activities, including events, webinars, and content creation, to increase brand visibility and generate leads.

• Deal Support: Assist IBM 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 IBM 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:

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

• Bachelor's degree (MBA preferred)

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

• Track record of success and established relationships with Snowflake’s System Integrators.

• Working knowledge of Cloud environments is preferred.

• Ability to manage global and regional business plans, track and articulate partner progress.

• Strong executive presence and polish.

• 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)

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.

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?

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?

For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com

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

• This role is eligible to participate in Snowflake's commission plan and it is common for employees in this role to receive total on-target earnings of $280,000 - $367,500. The estimated base salary for this role is $196,000 - $257,250.

• Additionally, this role is eligible to participate in Snowflake’s 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.

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