Senior Alliance Manager, AWS Partnership

Snowflake Computing

Menlo Park, CA

Full Time

Senior

16 days ago

Job Description

About the Role

Join the Snowflake team as the Senior Alliance Manager for our AWS partnership. Snowflake is experiencing exponential growth and expanding its Alliances team to help scale strategic relationships. In this role, you will lead our multi-billion dollar per year relationship with AWS, focusing on co-sell, marketing, and product integration efforts. You will support GTM initiatives, industry use case-based selling, AWS Marketplace collaborations, and incentive funding programs, working closely with internal teams and AWS stakeholders to drive demand and joint solutions. Reporting to the Global Alliance Director for the AWS Partnership, you will have the opportunity to work on the AI Data Cloud and help lead one of Snowflake's most important strategic partnerships.

Key Responsibilities

Work with colleagues in the Strategic Partners team and Cloud Partner Sales teams across the Americas, EMEA, and APJ to achieve annual co-sell targets.
Collaborate with AWS and Snowflake industry GTM specialists and partner solution engineers to create joint industry use cases, AWS 'Book of Offers' listings, and industry sprints/campaigns to generate demand and improve co-sell efforts.
Manage AWS-related incentive fund programs in conjunction with Snowflake's Incentive Programs team to support customers and sales teams.
Assist the AWS Global Alliance Director in preparing QBRs with Snowflake senior executives and AWS counterparts.
Lead efforts with AWS Marketplace to align with Snowflake's evolving needs in collaboration with sales strategy and operations teams.
Create and deliver enablement materials for Snowflake and AWS partner sales teams, sales leaders, and account executives to promote joint solutions and use cases.
Proactively build trust-based relationships with internal and AWS stakeholders.
Use Snowflake systems to measure program efficacy, sales impact, deal registration, joint pipeline, and reference wins.

Requirements

6+ years of total relevant work experience, including at least 3 years of sales and alliance experience.
Background in software and SaaS industries.
Proven success in leading alliance partnerships and identifying mutual business opportunities.
Highly analytical and data-driven strategic thinker with creative problem-solving skills.
Experience working with cross-functional teams including Sales, Sales Engineering, Finance, Marketing, and Programs.
Strong verbal and executive presentation skills to communicate strategy and partnership impact to executives and technical teams.
Excellent multitasking, communication, negotiation, organization, and teamwork skills.
Proven self-starter with high initiative and quick learning ability.

Nice to Have

Experience working with cloud service providers and partner ecosystems.
Familiarity with incentive programs and joint marketing initiatives.

Qualifications

Relevant work experience as specified above.
Experience in software and SaaS industries.

Benefits & Perks

Information about salary and benefits can be found on the Snowflake Careers Site.

Working at Snowflake Computing

Snowflake values sharing their core principles of challenging ordinary thinking, pushing the pace of innovation, and building a future for both employees and the company. They emphasize confidentiality, security standards, and a growth-oriented environment that encourages sharing values and pushing boundaries.

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