Federal Partner Development Manager

Openkrill; United States; Remote; USD 140,000 - 230,000; Full time

Job summary

Snowflake is seeking a Federal Partner Development Manager to lead alliance development with GSIs, VARs, and cloud partners. You will align Snowflake and partner sales teams, build joint business plans, and drive partner-sourced pipeline and revenue across federal accounts.

You will collaborate across sales, solution engineering, professional services, product, legal, and marketing to scale repeatable go-to-market programs and AI-enabled operating practices for partner operations.

Qualifications

• 10+ years of experience in strategic alliances, partner development, or related roles.
• Experience managing system integrators, resellers, cloud providers in federal/public sector.
• Proven track record generating partner-sourced pipeline and revenue.
• Ability to create and execute joint business plans and GTM programs.

Responsibilities

• Own the alliance development lifecycle for assigned partners from strategy to pipeline management.
• Collaborate with sales, engineering, marketing, legal and product to deliver joint outcomes.
• Plan and execute co-marketing activities to increase partner visibility and qualified leads.
• Support deals through registration, proposals, and cross-functional alignment.
• Monitor partner performance and adjust priorities to scale impact.
• Build AI-first operating practices and scalable partner workflows.

Skills

Executive presence

Negotiation

Strategic alliances

Account strategy

Cross-functional collaboration

Public sector knowledge

Education

Bachelor's degree

MBA or equivalent

Tools

Salesforce

Slack

Snowflake CoWork

Snowflake CoCo

Job description

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.

Build the future of data. Join the Snowflake team.

Snowflake is building the future of data and AI. Our public sector partners play a critical role in helping federal agencies modernize their data environments, improve mission outcomes, and deliver better services to constituents.

As Federal Partner Development Manager, you will build and execute joint go-to-market strategies with a portfolio of strategic partners, including Global System Integrators (GSIs), cloud and technology partners, and value-added resellers (VARs). You will align Snowflake and partner sales teams around priority federal accounts, create actionable business plans, and develop programs that generate partner-sourced pipeline and closed-won revenue.

This role combines executive relationship management, sales strategy, partner activation, and operational discipline. You will work across sales, solution engineering, professional services, marketing, product, legal, and public sector leadership to help partners develop Snowflake expertise, bring differentiated solutions to federal customers, and scale repeatable routes to market.

Success will be measured by net-new partner-sourced pipeline and closed-won opportunities, partner activation and competency growth, execution of joint GTM programs, and the quality of the customer and partner experience.

Key Responsibilities

• Partner Management: Own the alliance development lifecycle for your assigned partners, from strategy and business planning through pipeline management and execution. Identify priority federal customer targets and establish joint GTM initiatives with clear owners, milestones, and metrics.
• Cross-Functional Collaboration: Partner with sales, sales engineering, professional services, product, legal, and marketing to deliver a seamless partner and customer experience. Share partner and customer insights with internal teams to drive continuous improvement, and work with technical experts to build solutions with partners.
• Co-Marketing: Plan and execute co-marketing activities, including events, webinars, and content, to increase partner visibility and generate qualified leads.
• Deal Support: Help partners navigate Snowflake's partner program and sales process, including deal registration, proposal support, and reporting. Align with Sales Leadership and internal teams to keep sales cycles smooth and efficient.
• Performance Delivery: Monitor partner performance against defined metrics, including sourced pipeline, partner activation, and competency growth. Shift priorities, take calculated risks, and think creatively to deliver results while managing multiple priorities at scale.
• Build AI-First Operating Practices: Use Snowflake CoWork, CoCo, Salesforce, Slack, and related tools to streamline partner planning, opportunity tracking, deal registration, executive briefings, and partner scorecards. Identify repeatable workflows that can be automated or augmented with AI, and experiment responsibly to improve speed, visibility, and decision quality. Experience building MCP-based workflows or applying AI to sales and partner operations is a strong plus.

At Snowflake, we are powering the era of the agentic enterprise. We look for AI-native thinkers who are curious, low-ego, and energized by reinventing how work gets done. You treat AI as a high-trust collaborator, thrive in fast-moving environments, and rapidly test emerging capabilities to find simpler, more powerful ways to deliver results.

Desired Experience

• 10+ years of experience in strategic alliances, partner development, channel sales, technology sales, or business development
• Experience managing system integrators, resellers, cloud providers, or other technology partners in the federal or public sector market
• Demonstrated success generating partner-sourced pipeline and revenue against measurable business targets
• Ability to create and execute joint business plans, account strategies, and GTM programs, and to track and articulate partner progress
• Strong executive presence, negotiation skills, and written and verbal communication
• Ability to operate effectively across sales, solution engineering, marketing, professional services, legal, and product teams
• Working knowledge of cloud data platforms, AI, and frontier model environments
• Established relationships with Snowflake's System Integrators and Value-Added Resellers is preferred
• Experience using AI or automation to improve sales and partner workflows is preferred
• Bachelor's degree preferred; MBA or equivalent experience is a plus

Travel: Approximately 25%, depending on business needs

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 http://careers.snowflake.com