Partner Development Direct, IBM

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.

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 AI 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 Partner Development Senior Manager role involves driving and nurturing relationships with our System Integrator (SI) partners. Your primary objective is to strengthen and expand the collaboration between Snowflake and these partners to drive growth.

In this role you will be responsible for growing the relationship with IBM in the Americas. The success of these partnerships is demonstrated by driving growth with our joint customers, delivering key Go-To-Market (GTM) programs, establishing critical executive relationships, enabling partners to grow their Snowflake competency, and delivering customer success.

Your success depends on your ability to drive compelling business strategies, GTM motions and relationships with IBM. Strong communication, experienced strategic alliance leadership, and problem-solving skills are vital to excel in this role.

HERE ARE SOME KEY RESPONSIBILITIES AND TASKS ASSOCIATED WITH:

Strategic Go-to-Market: Work closely with IBM to build comprehensive joint business plans. Collaborate on joint GTM strategies including strategic objectives and target markets/industries. Define joint industry solutions and offerings with that demonstrates capability while differentiating the partner. Achieve partnership goals including sales quota and marketing activities; this is a quota carrying position.Practice Development: Inspire IBM & Young to grow their practices with Snowflake. Evaluate their expertise, capabilities, and delivery quality and activate the GTM programs accordingly. Define certification growth plans and support enablement of the partner. Cultivate strong and lasting relationships with key Sr executives and decision-makers at the partner.Results-oriented Partner Management: Effective and proven Partner Management skills will be necessary to manage the alliance development lifecycle. This will require the ability to be a self-starter focused on building and owning the 360-degree relationship.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. Share partner & customer feedback and insights with relevant teams to drive continuous improvement. This candidate will collaborate with a team of technical experts to drive solution building with our partners.Co-Marketing Initiatives: Coordinate and execute co-marketing activities, including events, webinars, and content creation, to increase brand visibility and generate leads.Deal Support: Assist IBM in navigating Snowflake’s partner program & sales process, including deal registration, proposal support, reporting and alignment with Sales Leadership. Collaborate with internal teams to ensure a smooth and efficient sales cycle.Deliver on Performance: Monitor the performance and success of IBM 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.

DESIRED EXPERIENCE <![CDATA[Senior Partner Solution Engineer

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.

Snowflake is about empowering enterprises to achieve their full potential — and people too. With a culture that’s all in on impact, innovation, and collaboration, Snowflake is the sweet spot for building big, moving fast, and taking technology — and careers — to the next level.

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 partners, from System Integrators (SI), Cloud Service Providers (CSP) and Technology Partners (ISV) are an integral part of Snowflake business to help customers unlock Power of Snowflake AI Data Cloud.

We are seeking a highly motivated and proactive individual to drive the technical growth in this Partner ecosystem.

This role demands a technical expert capable of driving success by aligning with key programs and significantly enhancing partner knowledge of crucial product features. The candidate must effectively present to both technical and executive audiences, utilising methods from whiteboarding to presentations and demonstrations, to cultivating strong mind share among Snowflake Partners across India.

We require a candidate with a demonstrable history of successful engagement with major partners and a proven ability to develop technical champions within their organisations. Ideal candidates will possess a deep understanding of the broader Platform ecosystem, including products and the competitive landscape, enabling them to influence and serve as the partners' trusted technical advisor.

This role requires travel up to 50% within India throughout the quarter to support partner engagement such as enablement, deal support and marketing events.

AS A PARTNER SOLUTION ENGINEER, YOU WILL:

Collaborate closely with Snowflake's Partner, Sales, and Solutions Engineering teams to promote and implement optimal solutions with our partners.Design and deliver technical training, workshops, and certifications to upskill partner teams on Snowflake architecture and best practices based on joint business goals.Co-develop industry-specific solutions and accelerators with partners (e.g., data migration frameworks, industry data models, Power of N motions). Aligning Snowflake's products to maximise impact on their service offerings.Present at Snowflake and Partner events, lead hackathons, and drive Snowflake awareness and adoption within partner organisations.Partner closely on strategic customer engagements, collaborating with partners to define use cases, deliver compelling presentations, execute successful Proofs of Concept (POCs), and ensure positive outcomes.Own the technology roadmap with the partners, to build and scale their Snowflake practices with reference architectures and delivery methodologies.Advocate for partner and customer needs with Snowflake product teams.

OUR IDEAL PARTNER SOLUTION ENGINEER WILL HAVE:

Have 10+ years of relevant industry experience.Experience working with Global Systems Integrators, Regional System Integrators, Cloud Service Providers and Technology Partners within the region.Developed data domain thought leadership within a partner community.Deep comprehension of Partner revenue models, industry priorities and challenges they navigate.Proven experience in designing and building highly scalable data pipelines using Spark, Kafka to ingest data from various systems.Strong SQL and data warehousing fundamentals (cloud DW experience preferred)Experience with Snowflake Technology Partners that specialise in Data Engineering, Data Science, Collaboration and Cyber Security.Hands-on technical experience with DevOps and CI/CD processes and tools, such as Azure DevOps, Jenkins, AWS CodePipeline, and Google Cloud Build.Strong experience with major cloud platforms and tooling, especially Azure, AWS and Google Cloud.Experience using Big Data or Cloud integration technologies such as Azure Data Factory, AWS Glue, AWS Lambda, etc.Experience with AI/ML use cases is a plus.

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.

How do you want to make your impact?

For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com