Partner Development Director, Enterprise Technologies

About the role

You will own the end-to-end strategic direction for Snowflake's most critical enterprise technology partnerships, ensuring alignment with the AI Data Cloud vision. You will act as the primary architect of co-sell and go-to-market strategies that leverage AI-native capabilities to drive mutual growth. This role requires a high-trust, low-ego leader who thrives in fast-moving, experimental environments and uses AI as a collaborator to accelerate impact. You will continuously test emerging capabilities to uncover simpler, more powerful ways to deliver measurable outcomes for joint customers. Your role is not merely to manage accounts but to redefine how value is created and captured through deep platform integration. You will shape the future of work by enabling partners to transform their businesses through Snowflake's ecosystem.

Key facts

What you'll do

Develop and execute a 360-degree global strategy for co-sell, resell, marketing, and product integration across all key enterprise technology partnerships.

Partner with Snowflake's sales organizations across the Americas, EMEA, and APJ to build and deploy field sales plays that enhance collaboration and drive joint quota attainment.

Collaborate with technical and product teams to design joint solutions and create high-impact enablement assets that clearly articulate differentiators for both Snowflake and partner platforms.

Lead Quarterly Business Reviews with senior executive stakeholders to demonstrate value and identify new opportunities for joint innovation and expansion.

Partner with marketing teams to develop and run compelling co-marketing programs, including events, webinars, and content, that amplify joint value propositions.

Act as the primary liaison between Snowflake and strategic partners, ensuring seamless coordination across Product, Legal, and Professional Services functions.

Utilize Snowflake's internal systems to track joint pipeline, deal registration, and key performance indicators to inform data-driven decisions.

Foster a culture of continuous improvement by gathering partner feedback and translating insights into actionable platform enhancements.

Identify and pursue mutual business interests that expand joint customer value and long-term strategic alignment.

Maintain a pragmatic, data-driven mindset to solve complex partnership challenges and execute creative strategies under tight market pressures.

Build and maintain executive-level relationships that reinforce trust, transparency, and shared success across the partner ecosystem.

Ensure all partnership activities adhere to Snowflake's confidentiality and security standards while safeguarding customer information at all times.

Requirements

You must possess over 12 years of relevant work experience, demonstrating a consistent track record of success in sales and alliances.

You must have at least 8 years of experience in sales and alliances roles, with a minimum of 3 years at a director level or higher within those positions.

You must have a minimum of 2 years of direct experience leading an ISV partnership portfolio focused on strategic platform providers.

Your ISV partnership experience must include managing relationships with major platforms such as Salesforce, Workday, ServiceNow, Oracle, and/or Box, with a demonstrated history of generating over $10M in annual co-sell or resell revenue.

You must have a proven background in software and SaaS alliance management, with deep understanding of subscription-based business models.

You must be a highly analytical and data-driven professional, capable of using insights to guide strategic decisions and measure partnership performance.

You must exhibit strong verbal, executive presentation, and written communication skills to articulate complex partnership strategies to cross-functional audiences.

You must be a self-starter with a high degree of initiative, resilience, and the ability to learn quickly in ambiguous and rapidly evolving environments.

Nice to have

Experience with AI-native platforms and understanding of how emerging capabilities can be leveraged to create competitive advantage in partnerships.

Demonstrated success managing multi-cloud and hybrid cloud partnership strategies in large enterprise environments.

Background in agentic workflow design and automation within SaaS ecosystems.

Practical notes

The application window is expected to remain open until February 19, 2025, though this may change based on business needs.

This opportunity will remain posted until filled, potentially before or after the specified closing date.

Snowflake is expanding rapidly and seeking candidates who align with company values, challenge conventional thinking, and push the pace of innovation.

All employees are required to follow Snowflake's data security plan and confidentiality standards as part of their core responsibilities.

Equal opportunity employer. Snowflake celebrates diversity and is committed to creating an inclusive environment for all employees.