Senior Partner Development Manager, AWS
Lead GTM strategy and co-sell execution for Snowflake's AWS partnership, driving pipeline, field alignment, and revenue acceleration across the AWS ecosystem.
Key Responsibilities
GTM Strategy & Revenue Acceleration
- Build and evolve the AWS - Snowflake GTM strategy, focusing on pipeline creation, co-sell velocity, and market expansion.
Field Engagement & Co-Sell Motion Leadership
- Act as leader for field-level co-sell engagement, enabling Snowflake and AWS sellers to collaborate effectively on active deals and new opportunities.
Drive Adoption and Optimization of AWS Tools
- Leverage AWS Partner Central and AWS Marketplace to accelerate deal registration, incentives, and co-sell execution.
Senior-Level Engagements
- Lead senior-level engagements across AWS's field sales and industry teams, shaping long-term strategic direction and partnership milestones.
Solution Alignment
- Align Snowflake's solution plays with AWS’s industry priorities, ensuring coordinated messaging, content, and field-ready enablement.
Cross-Functional Partnership
- Partner with Snowflake's Cloud Partner Sales, Industry GTM and Solutions Engineering teams to deliver joint plays that drive measurable pipeline impact.
Sales Enablement & Partner Support
- Serve as the global escalation point for co-sell blockers, funding program alignment, and AWS Marketplace issues.
Scalable Enablement
- Develop scalable enablement motions - including playbooks, seller guides, and joint value messaging - to empower Snowflake and AWS field teams.
Qualifications
Experience
- 8+ years of professional experience, with at least 5 years specifically focused on Cloud Provider ISV alliance management.
AWS Expertise
- Deep, hands-on experience with AWS's ecosystem, including AWS Marketplace, Partner Central, and complex funding programs.
Field Credibility
- Proven ability to work directly with field sales and a mastery of how partnering functions at the individual account level.
Influence
- Demonstrated success in fostering relationships within relevant business lines and navigating a matrixed global organization.
Technical Literacy
- Proficiency in standard productivity tools to create executive-level presentations and data-driven reports.
Education
- Bachelor's degree required; MBA strongly preferred.
Travel
- Ability to travel up to 25% as needed to support partner engagements.
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