Solution Partner Alliance Manager

Snowflake Denver , CO 80208

Posted 3 months ago

About Snowflake

Snowflake is growing fast and we're scaling our team to help enable and accelerate our growth. We're passionate about our people, our customers, our values and our culture! We're also looking for people with a growth mindset and the pragmatic insight to solve for today while building for the future. And as a Snowflake employee, you will be accountable for supporting and enabling diversity and belonging.

Snowflake started with a clear vision: make modern data warehousing effective, affordable, and accessible to all data users. Because traditional on-premises and cloud solutions struggle with this, Snowflake developed an innovative product with a new 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.

Our Alliances organization is seeking a Solution Partner Alliance Manager to join our growing team. In this role you will strategically plan and deliver a cross-functional strategy to engage our current and potential partners.

We are looking for an individual who understands the channel business and how to grow and manage a region. In addition to recruiting and enabling partners, you will be responsible for driving marketing activities with your partners to increase brand awareness and product adoption.

Reporting to the Director of North America SI Alliances you will have a unique opportunity to work for a disruptive start up and lead the development of a new set of ecosystem alliances. This is a quota carrying position.

In this role you will get to:

  • Evangelize, enable and develop go-to-market strategies with the SI community

  • Manage a portfolio of high performing partners to achieve partnership goals including sales quota and marketing activities

  • Develop best practices to engage with partners, escalate issues and set clear expectations with partners on working with Snowflake

  • Develop partner specific account plans to include annual & quarterly goals, marketing support, requirements, etc.

  • Ensure partners are maintaining baseline training and knowledge of Snowflake

  • Adhere to and support various program guidelines, rules, and measures

  • Assist as needed in the development of required support materials for the program

  • Measure and report on the success of assigned partners

  • Help with recruitment, training, and on-boarding of new partners

On day one we will expect you to have:

  • 6+ years of industry experience within partnership/alliances, sales, marketing, business development

  • 3+ years of direct channel sales/management experience within the SaaS space

  • Ability to design and present business plans, track and articulate program progress, design and document program guidelines for distribution throughout the organization (all levels) and for external use

  • Working knowledge of cloud environments preferred

  • Bachelor's Degree

  • Ability to travel up to 50%

Snowflake is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, color, gender identity or expression, marital status, national origin, disability, protected veteran status, race, religion, pregnancy, sexual orientation, or any other characteristic protected by applicable laws, regulations and ordinances.

icon no score

See how you match
to the job

Find your dream job anywhere
with the LiveCareer app.
Mobile App Icon
Download the
LiveCareer app and find
your dream job anywhere
App Store Icon Google Play Icon

Boost your job search productivity with our
free Chrome Extension!

lc_apply_tool GET EXTENSION

Similar Jobs

Want to see jobs matched to your resume? Upload One Now! Remove
Partner Sales Manager

Sumo Logic

Posted Yesterday

VIEW JOBS 1/24/2020 12:00:00 AM 2020-04-23T00:00 Partner Sales Manager – This role is based in our Denver, CO offices supporting our Southwest and Rockies Sales Teams. As a Partner Sales Manager, you will own the partner development opportunities with key Sumo Logic Partners (e.g. AWS, SI's, MSP's, Consulting organizations & VAR's) . You will be a strategic thinker with a focus on driving revenue ("sell with" and "sell through") across enterprise business and have a "problem-solving" mindset. You will be responsible for the overall success of the Partnership including enablement, GTM initiatives, and sales opportunities. You will collaborate with Sales, Marketing, and Product Management and will be the focal point for the technical alliance Partners for all matters. You will own the task of managing and growing our overall Partners leveraged revenue objectives within an assigned geographic territory. Responsibilities: * Identify, recruit and operationalize new Partner organizations to help expand Sumo Logic's indirect sales reach within an assigned territory * Build a regional Partner business plan with quantified goals and milestones to achieve Partner sourced revenue metrics and address certified Partner capacity gaps such that regional capacity exists to meet all quarterly sales requirements. * Develop a comprehensive regional Partner map, outlining current Partner capabilities, capacity and gaps. * Work with internal and Partner stakeholders to enable sales and technical cross-training of Sumo Logic's solutions. * Work with respective field teams on demand gen initiatives and campaigns. * Manage assigned regional Partners to agreed sales goals. * Manage regular business reviews between Sumo Logic and Partners. * Work with direct sales teams / reps on various Channel oriented opps * Maintain and report an accurate sales forecast in SFDC. Desired Qualifications, Skills and Experience: * Minimum 10+ years' in software Enterprise Sales & Partner development combined * Prefer 5+ years of experience and a proven track record selling enterprise software or SaaS to Fortune 1,000 companies and 5+ years of experience developing a Partner ecosystem within a SaaS model * Understanding of Cloud Infrastructure ecosystem is highly preferred * Understanding of how logs support Security and DevOps Use Cases is highly preferred * Demonstrable ability to understand, develop and navigate complex sales cycles involving a variety of stakeholders * Direct experience creating and executing Partner business plans with both Global and regional sized Partners with an emphasis on security service providers. * Experience working in a start-up environments is essential. This means... * Must be comfortable operating in an environment where there are often processes and systems that need to be built / optimized in the course of day-to-day business. * In high growth companies there's always more to do than people to do it. As such, the ability to set priorities, focus on details and motivate internal and external teams to deliver agreed upon goals is very important * Ability to travel 30-50% of the time * BA/BS degree required. Technical competence strongly preferred. About Us * What we do: We are a cloud-native SaaS machine data analytics platform, solving complex monitoring problems for DevOps, SecOps and ITOps teams. Customers love our product because it allows them to easily monitor and optimize their mission critical, large scale applications. * Mission: Democratize machine data analytics through the Sumo Logic platform, bringing real-time data insights securely through the cloud. * Massive Scale: Our microservices architecture in AWS ingests hundreds of terabytes daily across many geographic regions. Millions of queries a day analyze hundreds of petabytes of data. * Funding and Growth: We have received $345 million in funding to date. Investors include Greylock Partners, Sutter Hill Ventures, Accel Partners, Sequoia Capital, Sapphire Ventures, DFJ Growth, and Battery Ventures. Our recurring revenue and customer base are growing steadily. We serve over 1,600 customers across the globe including AirBnB, Alaska Airlines, Anheuser Busch, Hootsuite, Hearst, Hudl, Major League Baseball, Marriott, Medidata, Sauce Labs, Samsung SmartThings, SPS Commerce, Twitter, Telstra, Toyota, Zuora and more. Sumo Logic Denver CO

Solution Partner Alliance Manager