Partner Manager, Global Systems Integrator

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

📋 Description

• Develop and implement collaborative go-to-market strategies with key partners, including GSIs, cloud and technology collaborators, and VARs.

• Synchronize Snowflake and partner sales teams around prioritized federal accounts.

• Formulate actionable business plans and create initiatives that generate partner-sourced pipelines and closed-won revenue.

• Oversee the entire alliance development lifecycle from strategic planning and business development to pipeline management and execution.

• Identify key federal customer targets and establish joint GTM initiatives with clear ownership, milestones, and metrics.

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

• Provide partner and customer insights to internal teams and collaborate with technical experts to develop partner solutions.

• Plan and execute co-marketing efforts, which include events, webinars, and content creation.

• Assist partners in navigating Snowflake's partner program and sales process, including deal registration, proposal support, and analytics reporting.

• Track partner performance based on sourced pipeline, activation, and competency-growth metrics.

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

• Identify opportunities for automation or AI enhancements and conduct responsible experiments to improve efficiency, visibility, and decision-making quality.

⛳️ Requirements

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

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

• Proven track record of generating partner-sourced pipelines and revenue against defined business targets.

• Capability to create and implement joint business plans, account strategies, and GTM programs, while tracking and communicating partner progress.

• Strong executive presence, negotiation abilities, and proficient 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 leveraging AI or automation to enhance sales and partner workflows is preferred.

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

• Experience in building MCP-based workflows or applying AI to sales and partner operations is a significant advantage.

• Must be eligible to work in the United States; application includes inquiries about current U.S. work authorization and sponsorship needs.

🏝️ Benefits

• Approximately 25% travel required, based on business needs.

• Salary details provided; benefits information is accessible on the Snowflake Careers Site.