Sr. Corporate Business Development Manager

4 weeks ago

San Mateo, United States Snowflake Computing Full time

Build the future of data. Join the Snowflake team.

Snowflake is experiencing exponential growth, and we are expanding our Alliances team to help us scale. As Sr. Corporate Business Development Manager, you will play a lead role in negotiating commercial partnerships with many of Snowflake's top partners, including companies that Snowflake Ventures invests in.

Reporting to the Head of Corporate Business Development, you will have a unique opportunity to help lead the business development function at Snowflake. You will have the exceptional opportunity to deliver corporate-level leadership for highly strategic growth opportunities and identify, architect, negotiate and drive successful execution of deals with partners and customers. This is not only about delivering impact to our customers and partners, but this role can meaningfully impact the direction and acceleration of success for our customers and partners on a global basis. To date, corporate business development at Snowflake has negotiated agreements with large companies such as AWS, Microsoft and Salesforce, as well as a variety of other partners in the generative AI, machine learning, data governance, security analytics, data integration, customer data platform and other spaces.
IN THIS ROLE, YOU WILL:

  • Identify, architect, negotiate and drive successful execution of commercial deals with partners
  • Work with Snowflake Ventures, product management, sales and marketing leaders to negotiate commercial agreements with Snowflake Ventures investment prospects
  • Work with sales and product leadership to identify and pursue commercial partnership opportunities outside of Snowflake Ventures investments.
  • Create and articulate the value exchange framework for each partnership
  • Articulate the value of a partnership with Snowflake in the context of the customer's perspective, gaining knowledge of their business priorities and/or drivers
  • Work with internal stakeholders and partners to structure the terms of the partnership agreements that support both Snowflake's and partners' interests. Manage all stakeholders to ensure internal alignment.
  • Work with Finance to create economic models for partnerships, as appropriate
  • Create the materials for and lead executive reviews for proposed partnerships
  • Lead deal negotiations. Identify negotiation strategy and manage executive escalations.
  • Create detailed term sheets and work with Legal to draft, negotiate and finalize contracts
ON DAY ONE WE WILL EXPECT YOU TO HAVE:
  • 7+ years of relevant business development / strategic partnership experience
  • Extensive experience in structuring and negotiating custom commercial deals with both large and small companies
  • Prior experience in working with cross-disciplinary virtual teams, including product managers, sales leaders, finance and legal
  • Prior background in software and SaaS
  • Proven success in negotiating favorable commercial deals
  • Strong verbal and executive presentation skills
  • Business strategy expertise with deep analytic and economic modeling skills
  • Proven self-starter with a high degree of initiative and ability to learn quickly

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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