Director, Partner Development Manager
About the role
At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset—rapidly testing emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done.
Our Global System Integrator (GSI) 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 Sr. Partner Development Manager role involves driving and nurturing relationships with our GSI partners. Your primary objective is to strengthen and expand the collaboration between Snowflake and these partners to drive growth while supporting Global and Regional Leads who own the Partner Relationship. The success of these partnerships is demonstrated by driving growth with our joint customers, delivering key Go-To-Market (GTM) programs, developing operational rigor enabling partners to grow their Snowflake competency, and delivering customer success.
Responsibilities
- Results-oriented Partner Management: Manage the alliance development lifecycle for your partners. Build and own pipeline management, data ingestion, and workflow management to support partnerships.
- Cross-Functional Collaboration: Work with departments such as product development, sales, sales engineering, professional services, legal, and marketing to ensure a seamless partner and customer experience. Share partner and customer feedback to drive continuous improvement. Collaborate with technical experts to drive solution-building with partners.
- Co-Marketing Initiatives: Coordinate and execute co-marketing activities, including events, webinars, and content creation, to increase partner brand visibility and generate leads.
- Deal Support: Assist partners in navigating Snowflake’s partner program and sales process, including deal registration, proposal support, reporting, and alignment with Sales Leadership. Collaborate with internal teams to ensure a smooth sales cycle.
- Deliver on Performance: Monitor partner performance against specific metrics. Adapt to shifting priorities, take risks, and think creatively to deliver on key criteria. Manage multiple priorities at scale.
- Implement AI-First Workflows: Create and run fully automated front-office processes for Use Case, Opportunity, and Registration aspects natively on Snowflake CoWork, CoCo, Salesforce, Slack, etc. Develop MCP-based solutions for Executive Briefings and Scorecarding.
Requirements
- Bachelor’s degree (MBA preferred).
- A minimum of 5+ years of partner experience, strategic alliances, sales, marketing, or business development in technology.
- 5+ years of channel sales or channel program management experience with accountability for revenue targets.
- Track record of success and established relationships with Snowflake’s System Integrators.
- 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.
- Working knowledge of Cloud and Frontier Model environments is preferred.
- Travel required: Estimated at 25-50% (variable).
Pay
This role is eligible to participate in Snowflake's commission plan, and it is common for employees in this role to receive total on-target earnings of $280,000 - $367,500. The estimated base salary for this role is $196,000 - $257,250. Additionally, this role is eligible to participate in Snowflake’s equity plan.
Benefits
- Medical, dental, vision, life, and disability insurance.
- 401(k) retirement plan.
- Flexible spending and health savings account.
- At least 12 paid holidays.
- Paid time off.
- Parental leave.
- Employee assistance program.
- Other company benefits.