Connected Ecosystem Go-to-Market Leader

Build the future of the AI Data Cloud. Join the Snowflake team.

At Snowflake, our partner ecosystem is at the heart of how we mobilize the world’s data. As the alliances landscape evolves, we are launching a new role focused on accelerating the connected ecosystem by bringing together hyperscalers, global system integrators (GSIs), and data cloud product partners to co-create and activate joint go-to-market (GTM) plays.

The Connected Ecosystem GTM leader will be responsible for defining, building, and executing high-impact GTM plays across multiple partner types. This person will architect motions where partners work together to drive greater partner-sourced pipeline and improve big deal win rates with strategic accounts.

KEY RESPONSIBILITIES:

Connected GTM Strategy & Activation

• Design and operationalize joint GTM plays that bring together hyperscalers, GSIs, and Snowflake-native partners.

• Build use case–driven campaign frameworks that align multiple partners around industry, customer, or technology themes.

Drive Partner-Sourced Pipeline

• Launch programs to increase pipeline and revenue sourced directly by partners.

• Partner with partner sales leadership to map strategic accounts to aligned partner plays.

• Identify and align on target account lists with Cloud Service Providers + Strategic System Integrators; create the motion to target these accounts collectively

• Weave Snowflake enablement components into CSP’s enablement frameworks, providing a fast path to training CSP teams on the Snowflake platform

Improve Big Deal Win Rates

• Identify key in-flight strategic deals and deploy “coalition” partner strategies to increase win probability.

• Serve as a connective tissue between Snowflake internal teams focusing on tri-party collaboration for co-sell opportunities

• Evaluate incentive programs to determine if changes are required to more effectively support this motion.

Cross-Functional Collaboration

• Collaborate with Partner Marketing, Field Enablement, Partner Sales Strategy, and Product GTM to align messaging, training, and execution.

• Work closely with Cloud + Strategic SI partner alliance managers to ensure partner commitments, incentives, and capabilities are activated.

Measure, Report, Improve

• Define KPIs to track program impact, including partner-sourced pipeline, influenced revenue, win rates, and partner engagement.

• Continuously optimize GTM plays based on performance data and field feedback.

WHAT YOU BRING:

• 15+ years in cloud alliances, GTM strategy, or ecosystem leadership in a SaaS or data infrastructure company.

• Deep knowledge of hyperscaler ecosystems (AWS, Azure, GCP), GSIs, and Snowflake-native or data technology partners.

• Proven experience designing and scaling cross-partner go-to-market plays.

• Strong understanding of co-sell dynamics, strategic deal structuring, and partner-sourced pipeline generation.

• Excellent stakeholder management and executive communication skills.

• Ability to work across a highly matrixed environment and lead cross-functional initiatives with influence, not authority.

• A strategic mindset with a strong bias for execution and results.

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