Why This Job is Featured on The SaaS Jobs
This Alliances GTM Director role sits at a core SaaS growth lever: cloud partner distribution. In the data platform segment, where purchase paths often run through hyperscaler marketplaces and co-sell programs, owning the AWS relationship becomes a direct mechanism for shaping how enterprise buyers discover, evaluate, and procure software.
For a SaaS career, the work builds durable operating knowledge around partner-led revenue. It exposes a leader to the mechanics that increasingly matter across SaaS companies, including marketplace motion design, field enablement at scale, and the translation of product value into joint solution plays that land with cloud sellers. The remit also develops cross-functional orchestration skills in a matrixed environment, a common reality in later-stage SaaS organizations with global sales coverage.
This position fits professionals who prefer influence over direct authority and who enjoy turning ambiguous partnership goals into repeatable programs. It will resonate with operators comfortable moving between executive conversations and practical execution details such as tooling, deal pathways, and escalation handling. The scope also aligns with someone who wants to deepen expertise in cloud ecosystems as a long-term SaaS specialization.
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
At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done.
As the Alliance GTM Director, AWS, you will lead the global go-to-market strategy for Snowflake's partnership with AWS. 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 AWS 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 AWS–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 AWS sellers to collaborate effectively on active deals and new opportunities.
Drive Adoption and Optimization of AWS Tools Leverage AWS Partner Central and AWS Marketplace to accelerate deal registration, incentives, and co-sell execution.
Senior-Level Engagements Lead senior-level engagements across AWS's field sales and industry teams, shaping long-term strategic direction and partnership milestones.
Solution Alignment Align Snowflake's solution plays with AWS’s industry priorities, ensuring coordinated messaging, content, and field-ready enablement.
Cross-Functional Partnership Partner with Snowflake's Cloud Partner Sales, Industry GTM and Solutions Engineering teams to 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 AWS Marketplace issues.
Scalable Enablement Develop scalable enablement motions — including playbooks, seller guides, and joint value messaging — to empower Snowflake and AWS field teams.
Required Qualifications
Experience: 12+ years of professional experience, with at least 5 years specifically focused on Cloud Provider ISV alliance management.
AWS Expertise: Deep, hands-on experience with AWS's ecosystem, including AWS Marketplace, Partner Central, 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 to create executive-level presentations and data-driven reports.
Education: Bachelor's degree required; MBA strongly preferred.
Travel: Ability to travel up to 20% as needed to support partner engagements.
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
