Partner Development Direct, IBM

Roles and Responsibilities:

• Strategic Go-to-Market: Work closely with IBM to build comprehensive joint business plans. Collaborate on joint GTM strategies including strategic objectives and target markets/industries. Define joint industry solutions and offerings with that demonstrates capability while differentiating the partner. Achieve partnership goals including sales quota and marketing activities; this is a quota carrying position.

• Practice Development: Inspire IBM & Young to grow their practices with Snowflake. Evaluate their expertise, capabilities, and delivery quality and activate the GTM programs accordingly. Define certification growth plans and support enablement of the partner. Cultivate strong and lasting relationships with key Sr executives and decision-makers at the partner.

• Results-oriented Partner Management: Effective and proven Partner Management skills will be necessary to manage the alliance development lifecycle. This will require the ability to be a self-starter focused on building and owning the 360-degree relationship.

• Cross-Functional Collaboration: Collaborate with other departments, such as product development, sales, sales engineering, professional services, legal and marketing, to ensure a seamless partner & customer experience. Share partner & customer feedback and insights with relevant teams to drive continuous improvement. This candidate will collaborate with a team of technical experts to drive solution building with our partners.

• Co-Marketing Initiatives: Coordinate and execute co-marketing activities, including events, webinars, and content creation, to increase brand visibility and generate leads.

• Deal Support: Assist IBM in navigating Snowflake’s partner program & sales process, including deal registration, proposal support, reporting and alignment with Sales Leadership. Collaborate with internal teams to ensure a smooth and efficient sales cycle.

• Deliver on Performance: Monitor the performance and success of IBM related to specific metrics. It is important to have the ability to shift priorities, take risks and think outside of the box to deliver on key criteria.

Desired Experience:

• 8+ years of partner experience, strategic alliances, sales, marketing, business development in technology

• Bachelor’s degree (MBA preferred)

• 8+ years channel sales or channel program management experience with accountability for revenue targets

• Track record of success and established relationships with Snowflake’s System Integrators.

• Working knowledge of Cloud environments is preferred.

• 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.

• Travel Required: Estimated at 25-50% (variable)

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.

Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake.

How do you want to make your impact?

Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake.

How do you want to make your impact?

For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com