Sr. Partner Strategy Manager

Snowflake, Inc; Menlo Park (CA); On-site; USD 182,000 - 260,400; Full time

Benefits offered by this job

Medical insurance

Dental insurance

Vision insurance

401(k) retirement plan

Flexible spending account

Health savings account

Paid time off

Parental leave

Employee assistance program

Paid holidays

Job summary

An established industry player is seeking a Sr Partner Strategy Manager to lead the development and execution of their Partner go-to-market strategy. This pivotal role involves identifying market trends, conducting competitive analyses, and collaborating with various teams to enhance the Partner ecosystem. The ideal candidate will have a strong background in partner/channel strategies, with a passion for technology and a data-driven approach to problem-solving. This is an exciting opportunity to make a significant impact in a fast-growing company that values innovation and strategic thinking.

Qualifications

• 8+ years in partner/channel GTM strategy, planning, and operations.
• Proven analytical skills with a data-driven approach to problem-solving.

Responsibilities

• Support Partner leadership with GTM strategy development and execution.
• Conduct competitive analysis to understand industry benchmarks.

Skills

Partner/channel GTM strategy

Analytical skills

Data-driven problem-solving

B2B customer acquisition

Operational analysis

Education

Bachelor degree in business or quantitative disciplines

MBA or similar advanced degree

Tools

SQL

Excel

Job description

Build the future of the AI Data Cloud. Join the Snowflake team.

Snowflake’s Sales Strategy & Business Operations team is seeking a Sr Partner Strategy Manager, to help define and drive the company’s Partner go-to-market strategy and operating plan. Our goal is to expand Snowflake’s addressable market and improve market penetration through our Partner ecosystem via targeted partner-led motions and investments.

In this individual contributor role, you will lead the work to identify market trends, conduct partner ecosystem competitive analysis, provide recommendations on partner-led routes to market, and support the execution of our overall GTM strategy.

Additionally, you will work closely with our partner leaders, regional sales leaders, marketing, finance, and operations teams to implement this strategy, working collaboratively to put in place new processes, systems, and best practices to successfully execute on Snowflake’s vision.

What you bring: You love combining strategy with execution, and you roll up your sleeves to bring plans to life. You are a “full stack” player; comfortable in lead or support roles across a variety of projects and responsibilities. You have a passion for technology and the role it plays in market, industry and company change. As a builder at heart, you have an appreciation for the operational components needed in order to build a world-class software company.

IN THIS ROLE YOU WILL GET TO:

• Support Partner leadership w/ Partner GTM strategy development including charter, priorities, measurement, structure, and accountability frameworks.

• Act as key liaison between Sales Strategy and Partner leadership to provide visibility and align on corporate strategies/initiatives, collaborate on Partner contributions and facilitate handoffs to partner teams with regards to target contributions and required resourcing/investments.

• Deepen integration and coordination of Partner GTM into Sales planning through long range planning, annual planning, and strategic initiatives.

• Develop Partner GTM & financial models articulating the ROI/impact and required investment needed to support Snowflake strategy.

• Define and manage key Partner led initiatives (e.g. Resell strategy, Partner led customer acquisition/expansion programs, ecosystem competency frameworks/analysis).

• Monitor our Partner ecosystem influence new customer acquisition trends against plan and highlight areas of opportunities through the entire sales funnel from lead generation, to pipeline creation, conversion/win rate, and time to close.

• Identify ways to support growth strategy for our existing customers through partners, including strategic account reviews, product/use case mix analysis, customer/partner segmentation, and partner/sales productivity, to ensure our customers get the most value out of Snowflake.

• Conduct competitive analysis to understand industry benchmarks related to Partner ecosystem strategies.

• Demonstrate the ability to create a narrative and supporting analysis to influence decisions and outcomes, not just report on analytics.

• Partner with sales, marketing, finance and operations leadership to formulate and communicate overall go-to-market strategy, across sales channels, geographies and segments.

ON DAY ONE WE WILL EXPECT YOU TO HAVE:

• Bachelor degree in business, statistics, economics or other quantitative (e.g. engineering) disciplines; MBA or similar advanced degree preferred.

• 8+ years of professional experience with a core focus in partner/channel GTM strategy, planning, and operations; strategy consulting background and high growth enterprise software, platform and/or IaaS industry experience is highly preferred.

• Track record of building, deploying, and scaling successful channel/alliance strategies.

• Deep understanding of tech B2B customer acquisition, retention, and expansion motions.

• Understanding of core business processes in a B2B technology environment; sales, marketing, product development, customer support and success, professional services.

• Proven analytical and quantitative skills with a data-driven approach to problem-solving.

• Experience identifying, evaluating and analyzing business performance while working across multiple business units to drive decisions.

• Experience with business modeling; operational and financial analysis.

• Advanced data analysis/manipulation tools (proficiency with SQL and Excel required).

Every Snowflake employee is expected to follow the company’s confidentiality and security standards for handling sensitive data. Snowflake employees must abide by the company’s data security plan as an essential part of their duties. It is every employee's duty to keep customer information secure and confidential.

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?

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

• The estimated base salary range for this role is $182,000 - $260,400.
• Additionally, this role is eligible to participate in Snowflake’s bonus and 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.