Business Development Lead for Snowflake for Startups

Key Responsibilities

• Driving Engagement and Introductions to New, High-Priority AI-Native Startups
• Leverage existing networks and cultivate new relationships to secure introductions to founders of AI-native startups.
• Participate in industry events, conferences, and networking opportunities to identify and engage with promising startups.
• Identify and recommend key events for sponsorship to enhance Snowflake's visibility and generate leads within the AI startup community.
• Contribute to the creation and dissemination of valuable content, such as workshops and PR initiatives, to attract and inform AI startups about Snowflake's offerings.
• Categorize and Maintain a High-Priority Startup List
• Develop and maintain a meticulously categorized list of high-priority startups, classifying them into Tier 1, Tier 2, and Tier 3 based on strategic importance, growth potential, and alignment with Snowflake's objectives.
• Monitor the venture funding landscape and key product trends within the AI startup ecosystem to inform and refine startup prioritization.
• Cross-functional Alignment
• Collaborate with internal teams (Sales, Marketing, Product, AI Partnerships, Venture) to ensure a unified approach to outreach and engagement with prioritized startups.
• Drive Growth and Results from Tier 1 and Tier 2 Startups
• Allocate time strategically, dedicating approximately 60% of efforts to Tier 1 startups, 20% to Tier 2 startups, and 20% to other high-potential opportunities.
• Facilitate introductions between Tier 1 startup founders and Snowflake's Executive Leadership Team (ELT).
• Provide comprehensive go-to-market (GTM) support, leveraging Snowflake's enterprise customer base to create a prize target for AI startups' GTM efforts.
• Support the Product-Led Growth (PLG) motion by promoting Cortex REST APIs to attract "off Snowflake" startups and create a path for them to move additional data and workloads onto Snowflake.
• Work to transform relationships with Foundation Model (FM) providers from transactional sales channels into genuine product partnerships, ensuring that FM partners recognize the value of AI startups consuming tokens via Cortex.
• Field Enablement
• Collaborate with sales and solutions engineering teams to ensure they are trained on how to effectively sell FM access and token capacity, addressing unique sales cycles and consumption models preferred by startups.

Qualifications

• Proven experience in business development, partnerships, or a similar role within the AI/ML or cloud technology sector, with a focus on startups.
• Deep understanding of the AI startup ecosystem, venture funding trends, and key product trends.
• Strong network within the startup and venture capital communities.
• Excellent communication, presentation, and interpersonal skills.
• Ability to work strategically and tactically in a fast-paced, evolving environment.
• Demonstrated ability to drive measurable results and influence cross-functional teams.