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Snowflake is seeking a Partner Development Manager to join the Partners & Alliances team in Tokyo. You will own and develop strategic relationships with Systems Integrators (SIs) and Consulting partners to accelerate Snowflake's growth in the Japanese market.
In this role, you will:
- Own and develop strategic relationships with assigned SI and Consulting partners
- Build and execute Joint Business Plans with measurable pipeline and bookings targets
- Drive partner-sourced and partner-influenced pipeline in collaboration with field sales (Account Executives and Solutions Engineers)
- Enable partners to build Snowflake practices through certifications, training, and technical readiness initiatives
- Increase partner-attached opportunities across new and expansion accounts
- Collaborate with marketing on joint demand-generation campaigns and events
- Track and report on partner KPIs including pipeline contribution, bookings influence, certifications, and practice growth
You will work cross-functionally with field sales, marketing, and partner engineering to drive joint pipeline, co-sell motions, and partner-led customer success. Snowflake values AI-native thinkers with innate curiosity, low ego, and an experimental mindset who thrive in dynamic, fast-moving environments.
REQUIREMENTS:
- 5+ years of experience in partner management, alliances, or channel sales within the IT industry
- Proven track record of building and scaling relationships with SI/Consulting firms
- Experience driving joint pipeline and co-sell motions with partners
- Strong understanding of cloud, data, and/or AI ecosystems
- Ability to develop and execute business plans with clear KPIs and outcomes
- Excellent communication skills: native Japanese and business-level English
- Self-starter with ability to operate independently in a fast-paced environment
PREFERRED QUALIFICATIONS:
- Experience in the data platform, cloud infrastructure, or analytics space
- Existing relationships with major SI/Consulting firms in Japan
- Knowledge of Snowflake or competitive data platforms (Databricks, BigQuery, Redshift, etc.)
- Experience enabling partner technical practices (training programs, certification initiatives)
- Track record of exceeding partner-sourced pipeline or bookings targets
