Regional Cloud Lead

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about 1 year old

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We’re at the forefront of the data revolution, committed to building the world’s greatest data and applications platform. Our ‘get it done’ culture allows everyone at Snowflake to have an equal opportunity to innovate on new ideas, create work with a lasting impact, and excel in a culture of collaboration.

Snowflake started with a clear vision: develop a cloud data platform that is effective, affordable, and accessible to all data users. Snowflake developed an innovative new product with a built-for-the-cloud architecture that combines the power of data warehousing, the flexibility of big data platforms, and the elasticity of the cloud at a fraction of the cost of traditional solutions. We are now a global, world-class organization with offices in more than a dozen countries and serving many more.

Our Alliances organization is seeking a Regional Cloud Lead to join our growing team. In this role you will strategically plan and deliver a cross-functional strategy to achieve sales and development goals across our current and potential Global and Regional SI, Cloud and ISV partners.

We are looking for an individual who understands the Partner and Alliances ecosystem and how to grow and manage a region. In addition to selling and developing partners, you will be responsible for driving marketing activities with your partners to increase brand awareness and product adoption. 

You will have a unique opportunity to work for a company who has rapidly evolved from a disruptive start-up to a global force to help mobilize the world’s data.

 

IN THIS ROLE YOU WILL:

  • Lead Alliances for Snowflake across our cloud and technology partners in India.
  • Proactively build relationships with cloud sales teams, articulating how Snowflake’s unique value proposition is driving adoption of platforms 
  • Build and govern joint business plans with assigned partners
  • Enable cloud sellers and technical specialists on why Snowflake is a great partner solution to drive consumption of their cloud services
  • Support both Snowflake and cloud sales teams on joint opportunities and identify top regional opportunities for executive sponsorship
  • Manage unique and challenging relationship dynamics that include both competitive and collaborative scenarios
  • Identify and develop joint sales strategies that enable collaboration between Snowflake and cloud partner sales teams.  Assist in managing field sales co-sell program execution
  • Work with Snowflake's ISV partners that provide complementary solutions including ML/AI, BI, data integration and ETL/ELT, data security and governance.
  • Position these partners effectively to the Snowflake field, and help these partners drive referred opportunities for Snowflake.  
  • Work with partner operations to accurately measure the efficacy of field programs and associated sales impact:  deal registration, joint pipeline, reference-able wins, etc.
  • Build relationships with Snowflake’s sales teams and regional sales leadership, serving as the primary point of contact and escalation point for joint sales with cloud and technology partners
  • Own and manage the cloud partner-funded programs for POCs and migrations for the region and attach to opportunities
  • Collaborate with marketing to design and implement marketing programs to achieve revenue goals 
  • Maintain continuous communications with both regional and global partner team members on regional activities and sharing best practices.

 ON DAY ONE WE WILL EXPECT YOU TO HAVE: 

  • 15+ years of relevant business development, sales and/or alliance experience
  • 5+ years of experience partnering with AWS, Microsoft Azure and GCP
  • Prior background in software and/or SaaS 
  • Proven success in managing alliance partnerships and the ability to identify and capitalize on areas of mutual business interests
  • Strong verbal and executive presentation skills
  • Strong skills in multitasking, communication, negotiation, organization, and teamwork
  • Proven self-starter with a high degree of initiative and ability to learn quickly
  • Ability to travel frequently