Alliance Manager, Public Sector Strategic Partnerships

Key Responsibilities

Go-to-Market Strategy

• Partner with sales teams to identify key cloud partners and co-create GTM strategies to drive growth.
• Enable and advocate for joint solutions and offerings that showcase Snowflake’s value alongside cloud partner strengths.
• Lead joint sales efforts, driving partner collaboration and ensuring the achievement of sales and consumption goals.
• Define, deliver, and report on quarterly business plans aligned to sales leader strategy.
• Manage relationships that balance both competitive and collaborative dynamics, always focused on customer outcomes.

Sales & Revenue Growth

• Facilitate best practice co-sell tactics between Snowflake and partner account teams to drive incremental growth for Snowflake.
• Drive joint sales motions and support partners in navigating the sales cycle, from deal registration to closing.
• Track performance metrics, such as pipeline and revenue, and adjust strategies to maximize success.
• Guide sales teams on the benefits of cloud GTM programs such as marketplace procurement, funding, and co-marketing to augment and accelerate sales opportunities.

Strategic Partner Focus

• Help cloud partners understand the joint value proposition with Snowflake via enablement, alignment, and deal support.
• Build strong relationships with key partner executives to create lasting, strategic value.
• Build trust with cloud sales teams, helping them understand Snowflake’s unique value and driving adoption of their platforms.

Cross-Functional Collaboration

• Collaborate with internal teams, including product, programs, enablement, sales engineering, and marketing, to ensure a seamless partner experience.
• Share feedback and insights to continuously improve GTM strategies and partner programs.
• Contribute to GTM planning efforts with PSM team and beyond.

Minimum Qualifications

• BA/BS or equivalent practical experience in a relevant field.
• 15+ years in partner sales, business development, or GTM roles specific to technology sales.
• 15+ years working with cloud platforms like Microsoft Azure or AWS.
• Experience in cloud, software, or SaaS sales, ideally in Data and AI.
• Experience in driving ecosystem GTM strategy, ideally with cloud providers.
• 15+ proven success in driving business outcomes within the Public Sector.