Partnership Development Manager Jobs in Washington

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.

As the Senior Partner Development Manager, AWS, you will develop and execute the go-to-market strategy for Snowflake's partnership with AWS. You will impact the GTM vision, execution, and field alignment required to accelerate co-sell revenue, expand joint pipeline, and scale Snowflake's impact across the AWS ecosystem. This role requires a leader who thrives at the intersection of strategic partnership development, field execution, and cross-functional orchestration within a complex, matrixed environment.

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

• 8+ years of professional experience, with at least 5 years specifically focused on Cloud Provider ISV alliance management.
• Deep, hands-on experience with AWS's ecosystem, including AWS Marketplace, Partner Central, and complex funding programs.
• Proven ability to work directly with field sales and a mastery of how partnering functions at the individual account level.
• Demonstrated success in fostering relationships within relevant business lines and navigating a matrixed global organization.
• Proficiency in standard productivity tools to create executive-level presentations and data-driven reports.
• Bachelor's degree required; MBA strongly preferred.
• Ability to travel up to 25% as needed to support partner engagements.

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.

How do you want to make your impact?

For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com

The following represents the expected range of compensation for this role:

• 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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