Define and execute the GTM strategy for our top-tier cloud partners (AWS, Azure, GCP). Lead a high-performing team of Regional Cloud Leads (RCLs) to drive co-sell excellence across Enterprise and Vertical segments.
Serve as the primary point of contact for these relationships working for the SVP of Partners & Alliances.
Align our cloud strategy with global & regional sales goals, ensuring seamless communication between Snowflake and CSP alliance leadership as well as regional field leadership.
Expertly manage the complex dynamics where cloud partners are both infrastructure providers and competitors.
Own the Source, Influence, and Co-sell metrics. Utilize Snowflake-on-Snowflake dashboards to track deal registration, joint pipeline health, and the ROI of cloud funding programs.
Build trust-based relationships with CSP sellers. Educate partner teams on why Snowflake is the preferred engine for data-heavy workloads and AI/ML initiatives.
Partner with Alliances Marketing to launch regional Cloud-First campaigns.

Requirements

12+ years of professional experience in Sales, Business Development, or Alliances within the SaaS/Software space.
3+ years of experience managing high-growth teams. You have a track record of coaching team members to exceed performance targets.
Deep, working knowledge of the AWS, Azure, or GCP ecosystems. You understand their internal incentives, funding vehicles, and regional sales structures.
Proven ability to manage partnerships that involve both collaboration and competition. You know how to find the win-win in a complex marketplace.
Elite executive presentation skills. You can distill complex partnership data into actionable insights for C-suite stakeholders.
Bachelor’s Degree required; MBA or equivalent experience preferred.

Benefits

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.

Applicant Tracking System Keywords

Tip: use these terms in your resume and cover letter to boost ATS matches.

Hard Skills & Tools

GTM strategycloud partnershipsco-sell metricsdeal registrationjoint pipeline healthROI analysisdata-heavy workloadsAI/ML initiativesSaaSbusiness development

Soft Skills

team managementcoachingexecutive presentationrelationship buildingcommunicationcollaborationnegotiationstrategic thinkinginsight generationperformance targeting

Certifications

Bachelor’s DegreeMBA