Why This Job is Featured on The SaaS Jobs
Snowflake sits in the upper tier of enterprise SaaS, where product value is tightly coupled to cloud infrastructure and consumption economics. An Alliances leader focused on Cloud Service Providers is therefore a strategic lever: the role operates where platform positioning, partner incentives, and field execution intersect across AWS, Azure, and Google Cloud. In the broader SaaS ecosystem, this is one of the clearest examples of “ecosystem GTM” shaping revenue outcomes rather than simply supporting them.
For a SaaS career, this kind of remit builds durable expertise in multi-party go-to-market: co-sell motions, partner-sourced pipeline mechanics, and the measurement systems that prove ROI across regions and segments. It also deepens understanding of how modern SaaS companies scale through platforms—navigating situations where partners can simultaneously enable distribution and compete in adjacent capabilities.
This role tends to suit operators who enjoy cross-functional influence more than single-lane ownership, and who are comfortable translating between executive stakeholders, sales leadership, and partner organizations. It aligns with professionals who want their next step to be defined by external ecosystem strategy, metric-driven operating cadence, and the complexity of global cloud partnerships.
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 delivers the AI Data Cloud, a global network where thousands of organizations mobilize data with near-unlimited scale, concurrency, and performance. Inside the AI Data Cloud, organizations unite their siloed data, easily discover and securely share governed data, and execute diverse analytic workloads. Wherever data or users live, Snowflake delivers a single and seamless experience across multiple public clouds. Snowflake’s platform is the engine that powers and provides access to the AI Data Cloud, creating a solution for data warehousing, data lakes, data engineering, data science, data application development, and data sharing. Join Snowflake customers, partners, and data providers already taking their businesses to new frontiers in the AI Data Cloud. snowflake.com
THE ROLE
Snowflake is looking for a Senior Director, Alliances - Cloud Service Providers to lead our high-growth global strategy. You will sit at the intersection of sales, product, and ecosystem strategy, driving our relationship with the world’s leading Cloud Service Providers (CSPs).
As the leader of the Cloud Alliances team, you will move beyond traditional "channel management" to build strategic partnerships with Amazon Web Services, Microsoft and Google Cloud. You are responsible for turning Snowflake’s strategic cloud partnerships into a massive force multiplier for our sales organization, ensuring that our "better together" story translates into tangible consumption and ACV growth.
WHAT YOU WILL DO
Strategy & Leadership: Define and execute the GTM strategy for our top-tier cloud partners (AWS, Azure, GCP). Lead a high-performing team of Regional Cloud Leads (RCLs) to drive co-sell excellence across Enterprise and Vertical segments.
Executive Stakeholder Management: Serve as the primary point of contact for these relationships working for the SVP of Partners & Alliances. You will align our cloud strategy with global & regional sales goals, ensuring seamless communication between Snowflake and CSP alliance leadership as well as regional field leadership.
Navigate "Co-opetition": Expertly manage the complex dynamics where cloud partners are both infrastructure providers and competitors. You will articulate the unique value of the Snowflake Data Cloud in driving underlying cloud consumption (consumption-based modeling) and a better together strategy.
Operational Excellence: Own the "Source, Influence, and Co-sell" metrics. Utilize Snowflake-on-Snowflake dashboards to track deal registration, joint pipeline health, and the ROI of cloud funding programs (e.g., AWS ISV Accelerate, Azure MACC).
Enablement & Evangelism: Build "trust-based" relationships with CSP sellers. You’ll be responsible for educating partner teams on why Snowflake is the preferred engine for data-heavy workloads and AI/ML initiatives.
Campaign Execution: Partner with Alliances Marketing to launch regional "Cloud-First" campaigns, leveraging partner incentives and credits to accelerate customer acquisition and migrations.
MINIMUM QUALIFICATIONS
Experience: 12+ years of professional experience in Sales, Business Development, or Alliances within the SaaS/Software space.
Leadership: 3+ years of experience managing high-growth teams. You have a track record of coaching team members to exceed performance targets.
Cloud Ecosystem Expertise: Deep, working knowledge of the AWS, Azure, or GCP ecosystems. You understand their internal incentives, funding vehicles, and regional sales structures.
Strategic Mindset: Proven ability to manage partnerships that involve both collaboration and competition. You know how to find the "win-win" in a complex marketplace.
Communication: Elite executive presentation skills. You can distill complex partnership data into actionable insights for C-suite stakeholders.
Education: Bachelor’s Degree required; MBA or equivalent experience preferred.
PREFERRED QUALIFICATIONS
Data Marketplace/Monetization Experience: Direct experience in developing or managing partnerships centered on data monetization, data sharing, or cloud data marketplaces.
Team Management: Proven experience in building, mentoring, and leading a high-performing team of alliance professionals.
Technical Understanding: Strong technical fluency in data platforms, cloud technology, and analytics.
Growth Mindset: A history of thriving in hyper-growth environments, with the ability to manage ambiguity and rapidly evolving business needs.
Every Snowflake employee is expected to follow the company’s confidentiality and security standards for handling sensitive data. Snowflake employees must abide by the company’s data security plan as an essential part of their duties. It is every employee’s duty to keep customer information secure and confidential.
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
