Sr. Partner Sales Manager, Central & Majors Acquisition
Job description
About the role
You are a high-trust AI-native thinker who thrives at the intersection of enterprise sales and partner ecosystems. You will own the end-to-end commercial strategy for key system integrator partners in your territory, aligning Snowflake's Data Cloud ambitions with their delivery capabilities. You treat every interaction as an opportunity to test emerging capabilities and uncover simpler, more powerful go-to-market motions. You will not merely support deals; you will architect joint value propositions that reframe how customers consume Snowflake. Your curiosity and low-ego approach will drive experimentation that accelerates partner-led revenue and adoption across Central and Major accounts.
Key facts
What you'll do
Identify strategic system integrator partners in your Central and Major accounts and architect comprehensive joint account plans that expand Snowflake's reach.
Analyze partner capabilities and map them to Snowflake Data Cloud product partners, ISVs, and data providers to uncover expansion and consumption opportunities.
Develop and execute territory-specific partner strategies that align with Snowflake's growth objectives and customer engagement goals.
Drive quota-carrying performance by meeting and exceeding sales quotas, consumption targets, and demand generation activities alongside partners.
Collaborate cross-functionally with Sales, Sales Engineering, Product Development, Marketing, Professional Services, and Field CTO to ensure seamless partner and customer experiences.
Articulate clear partner value propositions and communicate territory strategy, vision, and priorities to system integrators at all levels.
Provide deal support to SI partners by guiding them through deal registration, service registration, pricing, and proposal processes.
Monitor and analyze sales data, pipeline reports, and market trends to track the performance of joint initiatives.
Ensure delivery success by maintaining strong relationships with PSO key leaders and aligning on Use Cases and Go-Live Dates.
Leverage Snowflake tools and data capabilities to help partners solve complex customer problems and optimize their operations.
Champion experimental approaches by rapidly testing new offerings and capabilities to identify high-impact growth levers.
Share insights from partner engagements back to internal teams to drive continuous improvement in products and programs.
Enable partners to grow their capabilities while helping Snowflake maximize Data Cloud adoption and revenue in key accounts.
Act as the primary strategic liaison between Snowflake leadership and major SI partners, ensuring alignment on long-term objectives.
Own the narrative of how Snowflake and its partners co-create transformative outcomes for enterprise customers.
Requirements
A minimum of 10 years of partner experience, strategic alliances, sales, marketing, or business development in technology.
A Bachelor's degree is required.
5+ years of channel sales or channel program management experience with accountability for revenue targets.
Previous direct sales experience is preferred.
A track record of success and established relationships with Canadian SI partners.
Working knowledge of Cloud environments is preferred.
Ability to manage regional business plans, track progress, and articulate partner performance.
Strong executive presence and polish in all professional interactions.
Excellent written and verbal communication skills.
Strong problem-solving skills and the ability to organize priorities in a dynamic environment.
Travel Required: Estimated at 25-50% (variable).
Nice to have
None specified.
Practical notes
This is a quota-carrying position where performance is measured by partner-sourced and partner-influenced revenue, adoption, and consumption of the Snowflake Data Cloud. Success depends on your ability to drive compelling business strategies, GTM motions, and relationships with partners. You will work closely with Partner Development Managers who manage strategic relationships with top partners, while you own your territory and key industries. The role requires strong collaboration across internal functions to ensure a seamless experience for both partners and customers. Travel is variable and estimated between 25% and 50% of your time, and no specific deadlines for visa or application submission are provided in the source material.