Sr. Partner Development Manager, Google Cloud

Responsibilities

• Work with colleagues in Cloud Partner Sales teams across the Americas, EMEA and APJ to hit annual co-sell targets.
• Drive co-sell with Google Cloud and Snowflake sellers in AMERs.
• Create sales plays and identify other means to improve co-sell through the creation and delivery of joint customer solutions, including programs focusing on Global 2000 accounts and industry use cases.
• In conjunction with Snowflake’s Incentive Programs team, manage Google Cloud-related incentive fund programs that assist our customers and sales teams.
• Lead QBRs with Snowflake senior executives, including Snowflake’s CRO, and Google Cloud counterparts.
• Work with Snowflake and Google Cloud Partner Marketing teams to create and execute compelling marketing programs that highlight the value of Snowflake and Snowflake + Google Cloud joint solutions.
• Work with the Snowflake Cloud Partner Product Integrations and Partner Sales Engineering teams and Google Cloud counterparts.
• Create annual business plans between Snowflake and Google Cloud.
• Create and deliver enablement materials to Snowflake and Google Cloud partner sales teams, sales leaders, and account executives on why Snowflake and Google Cloud should partner, Snowflake’s fit for specific use cases, and joint Snowflake/Google Cloud solutions.
• Proactively build trust-based relationships across both internal Snowflake and Google Cloud stakeholders.
• Use Snowflake systems to measure the efficacy of field programs and associated sales impact, deal registration, joint pipeline, reference-able wins, etc.

Requirements

• 6+ years of relevant sales and alliances experience.
• 3+ years of experience leading an ISV partnership with Google Cloud, generating over $100M in annual co-sell.
• Prior background in software and SaaS.
• Proven success leading alliance partnerships and the ability to identify and capitalize on areas of mutual business interests.
• Highly-analytical and data-driven strategic thinker, capable of creative problem solving and pragmatic execution.
• History of success in working with cross-functional team members, including Sales, Sales Engineering, Finance, Marketing, and Programs.
• Strong verbal and executive presentation skills to routinely communicate strategy, progress and impact of the partnership across executives, sales and technical functions.
• Strong skills in multitasking, communication, negotiation, organization, and teamwork.
• Proven self-starter with a high degree of initiative and ability to learn quickly.