Federal Partner Development Manager

This is a fully remote position, open to applicants in Virginia.

📋 Description

• Develop and implement collaborative go-to-market strategies with key partners, including Global System Integrators, cloud and technology collaborators, and value-added resellers.

• Align the sales teams of Snowflake and partners around key federal accounts.

• Formulate actionable business plans and create programs that generate partner-sourced pipeline and revenue that has been successfully closed.

• Manage the entire alliance development lifecycle, encompassing strategy formulation, business planning, pipeline management, and execution.

• Identify key federal customer targets and initiate joint GTM initiatives with designated owners, milestones, and metrics.

• Collaborate with teams across sales, sales engineering, professional services, product, legal, marketing, and public sector leadership.

• Assist partners in developing Snowflake expertise, offering differentiated solutions to federal customers, and establishing scalable, repeatable market routes.

• Organize and implement co-marketing initiatives such as events, webinars, and content creation.

• Support partners in navigating Snowflake's partner program and sales processes, including deal registration, proposal assistance, and reporting.

• Track partner performance, sourced pipeline, activation, and competency enhancement.

• Utilize tools such as Snowflake CoWork, CoCo, Salesforce, Slack, and others for partner planning, opportunity tracking, deal registration, executive briefings, and partner scorecards.

• Identify opportunities for workflow automation or AI enhancement and conduct experiments to enhance speed, visibility, and decision-making quality.

⛳️ Requirements

• Over 10 years of experience in strategic alliances, partner development, channel sales, technology sales, or business development.

• Experience in managing system integrators, resellers, cloud providers, or other technology partners within the federal or public sector market.

• Proven track record in generating partner-sourced pipeline and revenue against defined business targets.

• Proficient in creating and executing joint business plans, account strategies, and GTM programs, as well as tracking and communicating partner progress.

• Strong executive presence, negotiation capabilities, and excellent written and verbal communication skills.

• Ability to work effectively across sales, solution engineering, marketing, professional services, legal, and product teams.

• Familiarity with cloud data platforms, AI, and cutting-edge model environments.

• Preferred established relationships with Snowflake's System Integrators and Value-Added Resellers.

• Experience with AI or automation to enhance sales and partner workflows is preferred.

• A bachelor's degree is preferred; an MBA or equivalent experience is a plus.

• Willingness to travel approximately 25%, depending on business requirements.

🏝️ Benefits

• Commission plan with common total on-target earnings ranging from $236,000 to $309,750.

• Equity plan.

• Medical insurance.

• Dental insurance.

• Vision insurance.

• Life insurance.

• Disability insurance.

• 401(k) retirement plan.

• Flexible spending account.

• Health savings account.

• At least 12 paid holidays.

• Paid time off.

• Parental leave.

• Employee assistance program.

• Additional company benefits.