Why This Job is Featured on The SaaS Jobs
This Partner Development Director role sits squarely in a core SaaS growth lever: scaling through global system integrators. With Snowflake positioned as a cloud data platform and increasingly framing its roadmap around AI-enabled workloads, the Deloitte alliance becomes a practical route to enterprise adoption where implementation capacity, credibility, and repeatable industry solutions matter as much as product capability.
For a SaaS career, the value is in learning how partner ecosystems convert into measurable outcomes. The remit touches joint business planning, co-marketing, enablement, and deal support, offering exposure to how SaaS companies operationalise GTM beyond direct sales. The emphasis on pipeline command, consumption metrics, and data-driven problem solving also builds fluency in the operating cadence of modern cloud businesses, where forecasting rigor and execution details determine partner impact.
This role is best suited to a seasoned alliances leader who prefers ownership over orchestration and is comfortable working across sales, marketing, and services without relying on a fixed playbook. It will fit someone who enjoys executive-level stakeholder management, can translate strategy into field-ready assets, and wants their SaaS trajectory anchored in partner-led scale rather than single-account selling.
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.
Our GSI partners play a key role in bringing our customers' data-backed ambitions to life by implementing and harnessing the power of the Snowflake AI Data Cloud for cutting edge workloads and use cases. Through our partnerships, we enable companies to empower their employees with the data they need when and how they need it to better engage their customers, optimize their operations, and transform their products.
The Partner Development Manager, Deloitte role involves driving and building relationships with one of our top Global System Integrator (GSI) partners. Your primary objective is to strengthen and expand the collaboration between Snowflake and Deloitte to drive growth. Acting as the single point of accountability for the health and velocity of this leading partnership.
The success of our partnership is demonstrated by driving growth with our joint customers, delivering key Go-To-Market (GTM) programs, establishing critical executive relationships, enabling partners to grow their Snowflake competency, and delivering customer success.
We are looking for a builder and a finisher—someone who doesn't just draft the plan, but drives it to completion, mobilizes the field, and uses data to "unstick" challenges before they become blockers.
KEY RESPONSIBILITIES:
Strategic Go-to-Market (Scope: Americas 2-3 sectors): Work closely with your partner to build comprehensive joint business plans. Collaborate on joint GTM strategies including strategic objectives and target markets/industries. Define joint industry solutions and offerings showcasing Snowflake’s value and differentiation. Achieve partnership goals including sales quota and marketing activities; this is a quota carrying position which materially contributes to regional and company level results.
Practice Development: Inspire your partner to grow their Snowflake practice. Evaluate their expertise, capabilities, and delivery quality and activate GTM programs accordingly. Define certification growth plans and support enablement of your partner. Cultivate strong and lasting relationships with key Sr executives and decision-makers in the partner ecosystem.
Co-Marketing Initiatives: Coordinate and execute co-marketing activities, including events, webinars, and content creation, to increase partner brand visibility and generate interest.
Deal Support: Assist field teams in navigating enterprise transformation deals extending even to operational deal registration, reporting, proposal support, and alignment with Leadership. Most critically collaborating with internal teams, external business groups to ensure a smooth,efficient sales cycle and upholding the partnership brand.
EXECUTIVE BEHAVIORS (The “How”)
Operational Velocity & Execution
Bias for Completion: Move rapidly from concept to finalized asset. Whether it’s a "First Call Deck," a Joint Business Plan, or an internal Business Case, you are expected to ship final, polished work products that the field can use immediately.
Digital & AI Fluency: You will operate in a fast-paced, digital-first environment (Google Workspace, Slack, Tableau). You are expected to leverage AI tools (e.g., Gemini, Snowflake Cortex) to accelerate your own productivity, drafting, and data analysis.
Pipeline Command: You don't just "monitor" the pipeline; you own the GACV and Consumption numbers. You will dive into the data to identify gaps, lead forecast calls with precision, and hold regional teams accountable for +3x pipe coverage.
Strategic Leadership & Teaming
Proactive Alignment: Don't wait for friction to arise. You will proactively build "joint plans" with Snowflake Sales, Professional Services (PSM), and Marketing leaders. Your job is to facilitate connections and remove barriers independently. This applies in all avenues of the partnership, going direct and finding resolution.
"Here and Now" Problem Solving: We value adaptability over playbook repetition. While your past experience is vital, you must diagnose current Snowflake challenges and design solutions that work for our specific culture and consumption model today.
Executive Presence: Win the "Hearts and Minds" of Deloitte’s global and regional leadership, moving beyond relationship maintenance to driving genuine investment and practice growth.
DESIRED EXPERIENCE:
Bachelor's degree (MBA preferred).
A minimum of 10 years of partner experience, strategic alliances, sales, marketing, business development in technology.
5+ years channel sales or channel program management experience with accountability for revenue targets.
Track record of success and established relationships with Snowflake’s System Integrators and specific experience working and building relationships with Deloitte.
Ability to manage regional business plans, track and articulate partner progress.
Tech & Tool Savvy: High proficiency in Google Workspace (Docs, Slides, Sheets) and Slack is non-negotiable. Experience using AI productivity tools is a strong plus.
Strong executive presence and polish.
Excellent written and verbal communication skills. Strong problem-solving skills and ability to organize priorities in a dynamic environment.
Working knowledge of Cloud environments is preferred.
Travel Required: Estimated at 25% (variable)
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
