Federal Partner Development Manager

Overview

Build and execute joint go-to-market strategies with a portfolio of strategic federal partners, including GSIs, cloud and technology partners, and value-added resellers, to generate partner-sourced pipeline and closed-won revenue for federal agencies.

What you'll do

• Own the alliance development lifecycle for assigned partners, from strategy and business planning through pipeline management and execution.
• Identify priority federal customer targets and establish joint GTM initiatives with clear owners, milestones, and metrics.
• Align Snowflake and partner sales teams around priority federal accounts and create actionable business plans.
• Partner with sales, sales engineering, professional services, product, legal, and marketing to deliver a seamless partner and customer experience.
• Share partner and customer insights with internal teams and work with technical experts to build solutions with partners.
• Plan and execute co-marketing activities, including events, webinars, and content, to increase partner visibility and generate qualified leads.
• Help partners navigate Snowflake's partner program and sales process, including deal registration, proposal support, and reporting.
• Monitor partner performance against defined metrics, including sourced pipeline, partner activation, and competency growth.
• Use Snowflake CoWork, CoCo, Salesforce, Slack, and related tools to streamline partner planning, opportunity tracking, deal registration, executive briefings, and partner scorecards.
• Identify repeatable workflows that can be automated or augmented with AI and experiment responsibly to improve speed, visibility, and decision quality.

What you'll need

• 10+ years of experience in strategic alliances, partner development, channel sales, technology sales, or business development.
• Experience managing system integrators, resellers, cloud providers, or other technology partners in the federal or public sector market.
• Demonstrated success generating partner-sourced pipeline and revenue against measurable business targets.
• Ability to create and execute joint business plans, account strategies, and GTM programs, and to track and articulate partner progress.
• Strong executive presence, negotiation skills, and written and verbal communication.
• Ability to operate effectively across sales, solution engineering, marketing, professional services, legal, and product teams.
• Working knowledge of cloud data platforms, AI, and frontier model environments.

Nice to have

• Established relationships with Snowflake's System Integrators and Value-Added Resellers.
• Experience using AI or automation to improve sales and partner workflows.
• Bachelor's degree; MBA or equivalent experience is a plus.
• Experience building MCP-based workflows or applying AI to sales and partner operations.

Details

• Location: Remote, Virginia, US.
• Travel: approximately 25%, depending on business needs.