Partner Sales Manager SLED

2 weeks ago

New London, United States Snowflake Computing Full time

Build the future of data. Join the Snowflake team.

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 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 Sales Manager SLED role involves driving and nurturing relationships with our System Integrator (SI) partners and Snowflake PUBSEC Sales teams. 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 to lead the relationship with our PUBSEC SIs and manage the Carahsoft distribution partnership. 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 partners. Strong communication, experienced strategic alliance leadership, and problem-solving skills are vital to excel in this role.
KEY RESPONSIBILITIES:

  • Strategic Go-to-Market: Work closely with Carahsoft to build a comprehensive joint business plan. 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. You will also work closely with new partners who are excited to build a GTM with Snowflake SLED team.
  • Practice Development: Inspire partners 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.
  • Deal Support: Assist Carahsoft 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 both with Carahsoft and other SIs.
  • Deliver on Performance: Monitor the performance and success of the partner ecosystem related to specific metrics. Important to have the ability to shift priorities, take risks and think outside of the box to deliver on key criteria.
DESIRED EXPERIENCE:
  • A minimum of 15 years of partner experience, strategic alliances, sales, marketing, business development in technology
  • Bachelor's degree
  • 10+ years channel sales or channel program management experience with accountability for revenue targets
  • Track record of success and established relationships with Carahsoft and other SLED focused partners
  • 5+ years experience with PUBSEC sales
  • 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)

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?

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.

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