Why This Job is Featured on The SaaS Jobs
Snowflake sits squarely in the enterprise SaaS layer of the cloud data ecosystem, where distribution is increasingly shaped by hyperscaler alliances. A Senior Partner Development Manager focused on AWS is notable because it operates at the point where product value, cloud infrastructure economics, and joint go to market execution meet, with influence across Marketplace, co sell motions, and field alignment.
For a SaaS career, this kind of role builds durable leverage in how modern B2B software reaches customers through platforms rather than only direct sales. It develops fluency in partner led pipeline creation, operationalizing co sell processes, and translating a vendor’s priorities into repeatable plays that internal sellers and external partner teams can run. The work also strengthens cross functional leadership, since results depend on coordinating sales, solutions, and industry GTM stakeholders.
This position tends to suit professionals who enjoy ambiguous, multi stakeholder problems and prefer influence over direct authority. It aligns well with someone who can move between executive conversations and practical execution, and who is motivated by measurable outcomes like pipeline impact and deal velocity within a cloud marketplace driven environment.
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 Senior Partner Development Manager, AWS, you will develop and execute the go-to-market strategy for Snowflake's partnership with AWS. You will impact 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 Build and evolve the AWS - Snowflake GTM strategy, focusing on pipeline creation, co-sell velocity, and market expansion.
Field Engagement & Co-Sell Motion Leadership Act as 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, 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.
QUALIFICATIONS
Experience: 8+ 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 25% as needed to support partner engagements.
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
