Why This Job is Featured on The SaaS Jobs
Alliance leadership sits at the center of how modern SaaS companies scale distribution, especially when the primary route to market runs through hyperscaler ecosystems. A global Microsoft alliance remit signals a role focused on co-sell motions, marketplace mechanics, and joint solution positioning, all of which are increasingly core to enterprise SaaS growth. The scope described also reflects a mature, matrixed operating model where partner strategy and field execution have to stay tightly linked.
For a SaaS career, this type of position builds durable leverage across go-to-market systems rather than a single segment or region. It develops fluency in translating product value into partner-ready plays, aligning incentives and tooling such as Partner Center and Azure Marketplace, and removing operational friction that stalls pipeline. The work also strengthens cross-functional leadership across sales, solutions engineering, and industry GTM, a common requirement in scaled SaaS organizations.
This role tends to suit professionals who prefer orchestration over direct ownership of a single quota line, and who are comfortable influencing senior stakeholders across two large organizations. It also fits someone who enjoys combining strategic planning with practical field enablement, and who wants their SaaS expertise to be portable across cloud-adjacent partner ecosystems.
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.
As the Alliance Director, Microsoft, you will lead the global go‑to‑market strategy for Snowflake's partnership with Microsoft. You will drive the GTM vision, execution, and field alignment required to accelerate co-sell revenue, expand joint pipeline, and scale Snowflake’s impact across the Microsoft ecosystem. This role requires a leader who thrives at the intersection of strategic partnership development, field execution, and cross-functional orchestration within a complex, matrixed environment.
KEY RESPONSIBILITIES
GTM Strategy & Revenue Acceleration- Own and evolve the global Microsoft– Snowflake GTM strategy, focusing on pipeline creation, co-sell velocity, and market expansion.
Field Engagement & Co‑Sell Motion Leadership - Act as the global point leader for field-level co-sell engagement, enabling Snowflake and Microsoft sellers to collaborate effectively on active deals and new opportunities.
Drive adoption and optimization of Microsoft tools- (Partner Center, Azure Marketplace) to accelerate deal registration, incentives, and co-sell execution.
Lead senior-level engagements across Microsoft’s field sales and industry teams, shaping long-term strategic direction and partnership milestones.
Align Snowflake’s solution plays with Microsoft’s industry priorities, ensuring coordinated messaging, content, and field-ready enablement.
Partner with Snowflake’s Industry GTM and Solutions Engineering teams - deliver joint plays that drive measurable pipeline impact.
Sales Enablement & Partner Support- Serve as the global escalation point for co-sell blockers, marketplace hurdles, funding program alignment, and Partner Center issues.
Develop scalable enablement motions—including playbooks, seller guides, and joint value messaging—to empower Snowflake and Microsoft field teams.
REQUIRED QUALIFICATIONS
Experience: 12+ years of professional experience, with at least 5 years specifically focused on Cloud Provider ISV alliance management (exceeding the 2-year baseline).
Microsoft Expertise: Deep, hands-on experience with Microsoft’s ecosystem, including Azure Marketplace, Partner Center, and complex funding programs.
Field Credibility: Proven ability to work directly with field sales and a mastery of how partnering functions at the individual account level.
Influence: Demonstrated success in fostering relationships within relevant business lines and navigating a matrixed global organization.
Technical Literacy: Proficiency in standard productivity tools (Word, Excel, PowerPoint) to create executive-level presentations and data-driven reports.
Education: Bachelor’s degree required; MBA strongly preferred.
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
