Partner Development Manager, Federal Partnerships

The role

You will build and execute joint go-to-market strategies with strategic partners including GSIs, cloud and technology partners, and VARs. You will align Snowflake and partner sales teams around priority federal accounts to generate partner-sourced pipeline and closed-won revenue.

What you will do

• Own the alliance development lifecycle for assigned partners from strategy through execution.
• Identify priority federal customer targets and establish joint GTM initiatives.
• Partner with sales, sales engineering, professional services, product, legal, and marketing.
• Plan and execute co-marketing activities like events, webinars, and content.
• Help partners navigate the partner program and sales process.
• Monitor partner performance against metrics like sourced pipeline and competency growth.
• Use Snowflake CoWork, CoCo, Salesforce, and Slack to streamline partner planning and tracking.
• Identify repeatable workflows that can be automated or augmented with AI.

Required qualifications

• 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
• 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

Nice to have

• Established relationships with Snowflake's System Integrators and Value-Added Resellers
• Experience using AI or automation to improve sales and partner workflows
• Bachelor's degree
• MBA or equivalent experience

About the company

Snowflake is building the future of data and AI. Their public sector partners help federal agencies modernize data environments and improve mission outcomes.