Regional Partner Director - Germany

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.

Snowflake started with a clear vision: develop an AI 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.

Snowflake is working to cultivate the most capable and comprehensive ecosystem of services-oriented partners to support our customers on their journey to the data cloud. We are looking for a proven field leader that will be responsible for the development, execution, and expansion of our partner ecosystem in this region (see above for territory)

Success in this position requires the candidate to build a shared vision and plan for these partner relationships, drive adoption of partner and sales programs, establish cross-functional alignment, attain field goals and KPI metrics, and track progress while driving accountability to achieve those goals. The candidate will work across geo field leadership, alliances, field sales, marketing, professional services, operations, and other groups to ensure Snowflake has the best partner organization to drive joint success with our field.

YOU WILL BE ACCOUNTABLE FOR:

• Overall, end-to-end leadership of the partner organization across all routes to market, including SI’s, GSIs, Resellers, VARs, CSPs and ISVs (DCP) in Germany (DACH).

• Achieving the co-sell, referral, resale, Use Case wins and Partner sourced business targets for the partner community through proper goal setting, pipeline management, and field execution.

• A people leader - Leading, hiring and growing the partner teams in the region.

• Driving alignment between our PDMs/PSMs and Snowflake’s field organization and continuing to build on Snowflake’s Partner first culture to create win-win outcomes with our joint customers.

• Leading all partner resources in the region to ensure alignment with corporate strategy along with regionalised supported execution

• Collaborate with the Snowflake Partner Sales Engineering team to provide technical coverage of the ecosystem and accelerate practice development

• Define core constructs for managing the team including role definition, team KPIs, hiring / capacity planning, joint business planning, QBR cadence, and compensation planning

• Recruit partners into the Snowflake Partner Network (SPN) partner program to build scale, address capacity gaps, and scale consumption of Snowflake’s Cloud Data Platform

OUR IDEAL CANDIDATE WILL HAVE:

• Previous experience building and leading a partner organization in region

• Strong presence with an established network around the regional partner ecosystem.

• Experienced builder of inspired teams that drive demonstrable growth in complex and evolving business environments.

• Intimate knowledge of partner business models with a strong focus and understanding of channel sales in a cloud computing environment.

• Proven ability to achieve sales objectives and drive accurate forecasting of partner business.

• Data-driven decision maker highly capable of building financial justification for investment in channel go-to-market.

• Growth mindset in an organization that is building out its partner DNA and ecosystem internationally.

• Strong collaboration skills both with field sales and professional services leadership as well as partner corporate and strategy leaders.

• 15+ years of a mix of partner management and partner sales experience.

• Ability to travel 25%+ of the time.

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