Federal Partner Development Manager

🔥 0 minutes ago

⚔️ Virginia – Remote

⚔️ Virginia – Remote

💵 $165.2k - $216.8k / year

⏰ Full Time

🟠 Senior

🔴 Lead

🤝 Client Partner

👻 Ghost score 0%

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Snowflake

WebsiteLinkedInAll Job Openings

5001 - 10000 employees

Founded 2012

☁️ SaaS

🏢 Enterprise

🤝 B2B

SaaS • Enterprise • B2B

Snowflake is a cloud-based data platform and data warehouse-as-a-service. It enables organizations to store, process, analyze, and share large volumes of structured and semi-structured data across multiple clouds, with separated scalable compute and storage, built-in security and data-sharing capabilities, and support for analytics and machine-learning workloads. Snowflake is delivered as a managed SaaS offering for enterprise customers and is primarily marketed and sold as a B2B product.

📋 Description

• Build and execute joint go-to-market strategies with strategic partners, including Global System Integrators, cloud and technology partners, and value-added resellers • Align Snowflake and partner sales teams around priority federal accounts • Create actionable business plans and develop programs generating partner-sourced pipeline and closed-won revenue • Own the alliance development lifecycle from strategy and business planning through pipeline management and execution • Identify priority federal customer targets and establish joint GTM initiatives with owners, milestones, and metrics • Collaborate with sales, sales engineering, professional services, product, legal, marketing, and public sector leadership • Help partners develop Snowflake expertise, bring differentiated solutions to federal customers, and scale repeatable routes to market • Plan and execute co-marketing activities including events, webinars, and content • Help partners navigate Snowflake's partner program and sales process, including deal registration, proposal support, and reporting • Monitor partner performance, sourced pipeline, activation, and competency growth • Use Snowflake CoWork, CoCo, Salesforce, Slack, and related tools for partner planning, opportunity tracking, deal registration, executive briefings, and partner scorecards • Identify workflows for automation or AI augmentation and experiment to improve speed, visibility, and decision quality

🎯 Requirements

• 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 • Approximately 25% travel, depending on business needs

🏖️ Benefits

• Commission plan; common total on-target earnings of $236,000–$309,750 • Equity plan • Medical insurance • Dental insurance • Vision insurance • Life insurance • Disability insurance • 401(k) retirement plan • Flexible spending account • Health savings account • At least 12 paid holidays • Paid time off • Parental leave • Employee assistance program • Other company benefits