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Snowflake is seeking a Partner Development Senior Manager to drive and nurture relationships with System Integrator (SI) partners, specifically focusing on growing the IBM partnership in the Americas. This is a quota-carrying role where you will be responsible for strengthening collaboration between Snowflake and IBM to drive mutual growth.
Key responsibilities include:
**Strategic Go-to-Market:** Work closely with IBM to build comprehensive joint business plans and GTM strategies. Define joint industry solutions and offerings that demonstrate capability while differentiating the partner. Achieve partnership goals including sales quota and marketing activities.
**Practice Development:** Inspire IBM to grow their Snowflake practices by evaluating their expertise, capabilities, and delivery quality. Define certification growth plans, support enablement initiatives, and cultivate strong relationships with key senior executives and decision-makers at the partner.
**Results-Oriented Partner Management:** Manage the alliance development lifecycle with proven partner management skills. Act as a self-starter focused on building and owning the 360-degree relationship with IBM.
**Cross-Functional Collaboration:** Collaborate with product development, sales, sales engineering, professional services, legal, and marketing teams to ensure seamless partner and customer experiences. Share partner and customer feedback with relevant teams to drive continuous improvement. Work with technical experts to drive solution building.
**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 and sales process, including deal registration, proposal support, reporting, and alignment with sales leadership.
**Performance Delivery:** Monitor IBM's performance against specific metrics. Demonstrate ability to shift priorities, take risks, and think creatively to deliver on key criteria.
Snowflake is positioning itself as a leader in the agentic enterprise, seeking AI-native thinkers who treat AI as a high-trust collaborator and operate with an experimental mindset. Travel is estimated at 25-50% (variable).
**Requirements:**
- 8+ years of partner experience, strategic alliances, sales, marketing, or business development in technology
- Bachelor's degree (MBA preferred)
- 8+ 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
- Working knowledge of cloud environments (preferred)
- Ability to manage global and regional business plans and track/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
