Federal Partner Development Manager

As Federal Partner Development Manager, you will build and execute joint go-to-market strategies with a portfolio of strategic partners, including Global System Integrators (GSIs), cloud and technology partners, and value-added resellers (VARs). You will align Snowflake and partner sales teams around priority federal accounts, create actionable business plans, and develop programs that generate partner-sourced pipeline and closed-won revenue.

This role combines executive relationship management, sales strategy, partner activation, and operational discipline. You will work across sales, solution engineering, professional services, marketing, product, legal, and public sector leadership to help partners develop Snowflake expertise, bring differentiated solutions to federal customers, and scale repeatable routes to market.

Success will be measured by net-new partner-sourced pipeline and closed-won opportunities, partner activation and competency growth, execution of joint GTM programs, and the quality of the customer and partner experience.

Key Responsibilities

Partner Management: Own the alliance development lifecycle for your assigned partners, from strategy and business planning through pipeline management and execution. Identify priority federal customer targets and establish joint GTM initiatives with clear owners, milestones, and metrics.

Cross-Functional Collaboration: Partner with sales, sales engineering, professional services, product, legal, and marketing to deliver a seamless partner and customer experience. Share partner and customer insights with internal teams to drive continuous improvement, and work with technical experts to build solutions with partners.

Co-Marketing: Plan and execute co-marketing activities, including events, webinars, and content, to increase partner visibility and generate qualified leads.

Deal Support: Help partners navigate Snowflake's partner program and sales process, including deal registration, proposal support, and reporting. Align with Sales Leadership and internal teams to keep sales cycles smooth and efficient.

Performance Delivery: Monitor partner performance against defined metrics, including sourced pipeline, partner activation, and competency growth. Shift priorities, take calculated risks, and think creatively to deliver results while managing multiple priorities at scale.

Build AI-First Operating Practices: Use Snowflake CoWork, CoCo, Salesforce, Slack, and related tools to streamline partner planning, opportunity tracking, deal registration, executive briefings, and partner scorecards. Identify repeatable workflows that can be automated or augmented with AI, and experiment responsibly to improve speed, visibility, and decision quality. Experience building MCP-based workflows or applying AI to sales and partner operations is a strong plus.

At Snowflake, we are powering the era of the agentic enterprise. We look for AI-native thinkers who are curious, low-ego, and energized by reinventing how work gets done. You treat AI as a high-trust collaborator, thrive in fast-moving environments, and rapidly test emerging capabilities to find simpler, more powerful ways to deliver results.

Desired Experience

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

Travel: Approximately 25%, depending on business needs

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