Why This Job is Featured on The SaaS Jobs
This Regional Partner Director role stands out because it sits at the centre of how enterprise SaaS platforms scale: through a multi-model partner ecosystem spanning SIs, GSIs, resellers, cloud partners, and ISVs. With Snowflake positioned as a cloud data platform, the work is less about single-channel management and more about orchestrating routes to market that influence both adoption and consumption in a mature, infrastructure-level SaaS category.
For a long-term SaaS career, the remit builds durable expertise in partner-led go-to-market mechanics—joint business planning, program adoption, KPI discipline, and forecasting across a complex field organisation. The scope also signals exposure to cross-functional operating rhythms common in scaled SaaS companies, where alliances, sales, marketing, services, and operations must align around measurable outcomes.
This role is best suited to a leader who prefers building systems and accountability into partner motions, not just maintaining relationships. It will fit someone comfortable navigating enterprise stakeholders and balancing regional execution with corporate program frameworks, particularly where partner models and cloud economics shape commercial strategy.
The section above is editorial commentary from The SaaS Jobs, provided to help SaaS professionals understand the role in a broader industry context.
Job Description
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
