Federal Partner Development Manager

Snowflake

. Build and execute joint go-to-market strategies with strategic partners, including Global System Integrators, cloud and technology partners, and value-added resellers .

Posted 10/9/2026full-timeRemote • Virginia • United StatesSeniorLead💰 $165,200 - $216,825 per yearWebsite

Core Competencies

Role fit

Core Competencies

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Demonstrates expertise in building and executing go-to-market strategies with strategic partners, particularly in the federal sector, while effectively managing partner relationships and driving measurable revenue growth. Proficient in utilizing cloud data platforms and AI to enhance partner workflows and sales processes.

Highest-signal resume keywords

Strategic Alliances ManagementPartner DevelopmentChannel SalesGo-To-Market Strategy ExecutionCloud Data Platforms

ATS Keywords

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Applicant Tracking System Keywords

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Hard Skills

Business DevelopmentPipeline ManagementRevenue GenerationAccount Strategy CreationPartner Performance Monitoring

Soft Skills

Negotiation SkillsExecutive PresenceWritten CommunicationVerbal Communication

Tools & Technologies

Snowflake CoWorkCoCoSalesforceSlack

Certifications & Qualifications

Bachelor's DegreeMBA

Industry Keywords

Federal MarketSystem IntegratorsValue-Added ResellersPublic SectorAI Augmentation

Tech Stack

Tools & technologies

Cloud

About the role

Key responsibilities & impact

Build and execute joint go-to-market strategies with strategic partners, including Global System Integrators, cloud and technology partners, and value-added resellers
Align Snowflake and partner sales teams around priority federal accounts
Create actionable business plans and develop programs generating partner-sourced pipeline and closed-won revenue
Own the alliance development lifecycle from strategy and business planning through pipeline management and execution
Identify priority federal customer targets and establish joint GTM initiatives with owners, milestones, and metrics
Collaborate with sales, sales engineering, professional services, product, legal, marketing, and public sector leadership
Help partners develop Snowflake expertise, bring differentiated solutions to federal customers, and scale repeatable routes to market
Plan and execute co-marketing activities including events, webinars, and content
Help partners navigate Snowflake's partner program and sales process, including deal registration, proposal support, and reporting
Monitor partner performance, sourced pipeline, activation, and competency growth
Use Snowflake CoWork, CoCo, Salesforce, Slack, and related tools for partner planning, opportunity tracking, deal registration, executive briefings, and partner scorecards
Identify workflows for automation or AI augmentation and experiment to improve speed, visibility, and decision quality

Requirements

What you’ll need

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, and to track and articulate partner progress
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
Established relationships with Snowflake's System Integrators and Value-Added Resellers is preferred
Experience using AI or automation to improve sales and partner workflows is preferred
Bachelor's degree preferred; MBA or equivalent experience is a plus
Approximately 25% travel, depending on business needs

Benefits

Comp & perks

Commission plan; common total on-target earnings of $236,000–$309,750
Equity plan
Medical insurance
Dental insurance
Vision insurance
Life insurance
Disability insurance
401(k) retirement plan
Flexible spending account
Health savings account
At least 12 paid holidays
Paid time off
Parental leave
Employee assistance program
Other company benefits