Alliances Manager Jobs in Virginia

INTRODUCTION

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done.

Snowflake is about empowering enterprises to achieve their full potential — and people too. With a culture that’s all in on impact, innovation, and collaboration, Snowflake is the sweet spot for.

As Snowflake Public Sector continues to grow, executing our strategic go-to-market (GTM) strategy with partners like AWS, Microsoft Azure and others is critical to our success. As the Director for Public Sector Strategic Partnerships, you will be responsible for driving joint GTM sales initiatives, co-sell activities, and building strong relationships with strategic partners to fuel growth.

ROLE AND RESPONSIBILITIES

In this role, you will work closely with sales teams and cloud partners to develop and execute targeted GTM strategies, ensuring mutual success. You'll focus on driving sales, consumption, and demand generation, while fostering long-term relationships with key partner executives. Your ability to align Snowflake's strengths with cloud and other strategic partners' needs will be central to achieving business outcomes.

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.

This role places you at the forefront of Snowflake's Public Sector strategic partner strategy, allowing you to shape the long-term growth and success of both the business and our strategic partners.

Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake.

COMPENSATION

- This role is eligible to participate in Snowflake's commission plan and it is common for employees in this role to receive total on-target earnings of $280,000 - $367,500. The estimated base salary for this role is $196,000 - $257,250.
- Additionally, this role is eligible to participate in Snowflake’s equity plan.

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. This role is also eligible for a competitive benefits package that includes: medical, dental, vision, life, and disability insurance; 401(k) retirement plan; flexible spending & health savings account; at least 12 paid holidays; paid time off; parental leave; employee assistance program; and other company benefits.

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