Director, Partner Development Manager

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. Our Global System Integrator (GSI) 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 Development Manager role involves driving and nurturing relationships with our GSI partners. Your primary objective is to strengthen and expand the collaboration between Snowflake and these partners to drive growth while supporting Global and Regional Leads whom own the Partner Relationship. The success of these partnerships are demonstrated by driving growth with our joint customers, delivering key Go-To-Market (GTM) programs, developing operational rigor enabling partners to grow their Snowflake competency, and delivering customer success. Your success depends on your ability to create accurate operational reporting, and standardized workflow and operational templates for Global PDMs while demonstrating strong communication, experienced strategic alliance leadership, and problem-solving skills are vital to excel in this role.

Key Responsibilities

• Results-oriented Partner Management: Effective and proven Partner Management skills will be necessary to manage the alliance development lifecycle for your partners. This will require the ability to be a self-starter focused on building and owning the pipeline management, data ingestion and workflow management for supporting partnerships.
• Cross-Functional Collaboration: Collaborate with other departments, such as product development, sales, sales engineering, professional services, legal and marketing, to ensure a seamless partner & customer experience.

• Co-Marketing Initiatives: Coordinate and execute co-marketing activities, including events, webinars, and content creation, to increase partner brand visibility and generate leads.
• Deal Support: Assist your partners in navigating Snowflake’s partner program & sales process, including deal registration, proposal support, reporting and alignment with Sales Leadership.

• Deliver on Performance: Monitor the performance and success of your assigned partners related to specific metrics. It is important to have the ability to shift priorities, take risks and think outside of the box to deliver on key criteria. This candidate will be highly resourceful, and have the ability to manage multiple priorities at scale.
• Implement AI First Workflows: At Snowflake, we are powering the era of the agentic enterprise.

• Ability to manage global and regional business plans, track and articulate partner progress.
• Strong executive presence and polish.
• Excellent written and verbal communication skills.

• Working knowledge of Cloud and Frontier Model environments is preferred.
• Travel Required: Estimated at 25-50% (variable) 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.

• Highlight concrete GTM successes in a GSI context: on your resume and in the interview, cite at least two partnerships you built with global system integrators (e.g., Accenture, Deloitte) that generated $X M pipeline, detailing the go‑to‑market strategy you designed, the Salesforce playbooks you authored, and the Excel‑driven forecasts you used to secure executive buy‑in.
• Build a “Snowflake‑ready” demo pack: prepare a 5‑minute walkthrough of a partner‑centric workflow in Salesforce (custom objects, opportunity stages, and partner‑influenced revenue tracking) that mirrors Snowflake’s partner portal. Include a downloadable Excel model that visualizes joint‑go‑to‑market ROI, and be ready to share the file or a short screen‑recorded demo during the interview.
• Showcase AI‑enhanced problem solving: describe a recent project where you used generative AI (e.g., ChatGPT, Snowflake’s Snowpark) to automate partner‑segmentation, pipeline scoring, or contract analysis. Quantify the time saved or accuracy improvement, and bring a one‑page “AI impact sheet” to reference when answering behavioral questions about experimentation and low‑ego collaboration.
• Prepare for Snowflake’s “low‑ego, fast‑moving” interview style: practice the “STAR‑AI” framework (Situation, Task, Action, Result, AI‑augmentation). Expect scenario questions like “How would you restructure a lagging GSI partnership using Snowflake’s data platform?” and be ready to sketch a quick Excel pivot or a Salesforce dashboard on a virtual whiteboard.
• Research and leverage Snowflake’s compensation benchmarks: use sites like Levels.fyi and Glassdoor to identify the typical base + target OTE for a Director‑level Partner Development role in WA. When you receive an offer, ask for a performance‑linked equity grant tied to partner‑generated ARR, and negotiate a signing bonus that covers any relocation or home‑office setup costs.