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Snowflake is seeking a Federal Partner Development Manager to build and execute joint go-to-market strategies with a portfolio of strategic partners, including Global System Integrators (GSIs), cloud and technology partners, and value-added resellers (VARs). This role combines executive relationship management, sales strategy, partner activation, and operational discipline.
You will own the alliance development lifecycle for assigned partners, from strategy and business planning through pipeline management and execution. Key responsibilities include identifying priority federal customer targets, establishing joint GTM initiatives with clear owners and milestones, and monitoring partner performance against defined metrics including sourced pipeline, partner activation, and competency growth.
You will partner with sales, sales engineering, professional services, product, legal, and marketing to deliver a seamless partner and customer experience. This includes planning and executing co-marketing activities such as events, webinars, and content to increase partner visibility and generate qualified leads. You will help partners navigate Snowflake's partner program and sales process, including deal registration, proposal support, and reporting.
A key differentiator of this role is building AI-first operating practices. You will use Snowflake CoWork, CoCo, Salesforce, Slack, and related tools to streamline partner planning, opportunity tracking, deal registration, executive briefings, and partner scorecards. You will identify repeatable workflows that can be automated or augmented with AI and experiment responsibly to improve speed, visibility, and decision quality.
Success is measured by net-new partner-sourced pipeline and closed-won opportunities, partner activation and competency growth, execution of joint GTM programs, and the quality of the customer and partner experience. The role requires approximately 25% travel depending on business needs.
Snowflake is building the future of data and AI, with public sector partners playing a critical role in helping federal agencies modernize their data environments and improve mission outcomes.
Requirements:
- 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 in the federal or public sector market
- Demonstrated success generating partner-sourced pipeline and revenue against measurable business targets
- Ability to create and execute joint business plans, account strategies, and GTM programs, and to track and articulate partner progress
- Strong executive presence, negotiation skills, and written and verbal communication
- Ability to operate effectively across sales, solution engineering, marketing, professional services, legal, and product teams
- Working knowledge of cloud data platforms, AI, and frontier model environments
- Bachelor's degree preferred; MBA or equivalent experience is a plus
- Established relationships with Snowflake's System Integrators and Value-Added Resellers is preferred
- Experience using AI or automation to improve sales and partner workflows is preferred
