Senior Partner Sales Manager

Requirements

• A minimum of 10 years of partner experience, strategic alliances, sales, marketing, business development in technology
• Bachelor's degree
• 5+ years channel sales or channel program management experience with accountability for revenue targets
• Previous direct sales experience (preferred)
• Track record of success and established relationships with Canadian SI partners
• Working knowledge of Cloud environments is preferred
• Ability to manage regional business plans, track and articulate partner progress
• Strong executive presence and polish
• Excellent written and verbal communication skills. Strong problem-solving skills and ability to organize priorities in a dynamic environment
• Toronto Office: Estimated 50%+
• Travel Required: Estimated at 25% (variable)

What the job involves

• Our SI partners play a key role in bringing our customers' data-backed ambitions to life by implementing and harnessing the power of the Snowflake Data Cloud for cutting edge workloads and use cases
• Through our partnerships, we enable companies to empower their employees with the data they need when and how they need it to better engage their customers, optimize their operations, and transform their products
• The Sr. Partner Sales Manager role involves driving sales alignment and GTM with system integrator (SI) partners. Your primary objective is to strengthen and expand the collaboration between Snowflake and these SIs to drive mutual business growth
• In this role you will be working hand-in-hand with our team of Partner Development Managers that drive our strategic relationships with our top partners. As an SME of your territory and Key Industries, you will be responsible for developing, leading and executing the partner strategy
• The success of these partnerships is demonstrated by driving growth with our joint customers, delivering key GTM programs, enabling partners to grow their capabilities and delivering customer success
• Your success depends on your ability to drive compelling business strategies, GTM motions and relationships with partners
• This is a quota-carrying position where your success is measured by driving partner-sourced and partner-influenced revenue, adoption, and consumption of the Snowflake Data Cloud. Strong communication, experienced strategic alliance leadership, and problem-solving skills are vital to excel in this role
• Strategic Go-to-Market: Work closely with the sales team to identify strategic SI partners in territory and create comprehensive joint account plans and drive campaigns that expand the reach of Snowflake in our existing customers. With a strong understanding of the business requirements you’ll identify partner solutions, offerings and capabilities that help drive expansion and consumption of Snowflake
• These may include Snowflake Data Cloud Product partners (ISVs, data providers). You will also meet and exceed goals including sales quota, consumption, and demand generating activities; this is a quota carrying position
• Cross-Functional Collaboration: Collaborate with other departments, such as Product Development, Sales, Sales Engineering, Industry, Professional Services, Field CTO, and Marketing, to ensure a seamless partner & customer experience
• Communicate the territory strategy, vision and priorities to partners. Articulate partner value propositions and share insights with relevant teams to drive continuous improvement
• Deal Support: Assist the system integrators in navigating the sales process, including education, deal registration, service registration, pricing, and proposal support. Collaborate with internal teams to ensure a smooth and efficient sales cycle
• Performance Tracking: Monitor the performance and commercial outcomes of joint initiatives with system integrators. Analyze sales data, pipeline reports, and market trends. Effectively communicate commercial outcomes and partner impact
• Delivery Success: Ensure consistent communication and collaboration with system integrators during pre-sales and post sales activities. Develop a relationship with PSO key leaders to ensure Use Cases and Go-Live Dates are met