Director, Partners & Alliances - China
Snowflake · Beijing
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 partners play a key role in bringing our customers' data-backed ambitions to life by implementing and harnessing the power of the Snowflake 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 Director, Partners & Alliances is a senior leadership role that has responsibility for our entire ecosystem of partners - Systems Integrators, Cloud, ISV and Marketplace. Your primary objective is to strengthen and expand the collaboration between Snowflake and these partners to drive growth and success for all.
We are looking for a proven field leader that will be responsible for the development, execution, and expansion of our partner ecosystem across the Greater China region.
Success in this position requires the candidate to build a shared vision and plan for these partner relationships, drive adoption of partner and sales programs, establish cross-functional alignment, attain field goals and track progress while driving accountability to achieve those goals. The candidate will work across geo field leadership, alliances, field sales, marketing, professional services, operations, and other groups to ensure Snowflake has the best partner organization to drive joint success with our field.
KEY RESPONSIBILITIES:
Overall, end-to-end leadership of the partner organization across all routes to market.
Achieving the referral, resale, and managed-services business targets for the partner community through proper goal setting, pipeline management, and field execution.
Leading, hiring and growing the partner teams in the region.
Driving alignment between our partner managers and Snowflake’s field organization and continuing to build on Snowflake’s co-sell culture to create win-win outcomes with our joint customers.
Leading all partner resources in the region to ensure alignment with corporate strategy along with regionalized supported execution
Define core constructs for managing the team including role definition, team KPIs, hiring / capacity planning, joint business planning, QBR cadence, and compensation planning
Recruit partners into the Snowflake Partner Network (SPN) partner program to build scale, address capacity gaps, and scale consumption of Snowflake’s Cloud Data Platform
OUR IDEAL CANDIDATE WILL HAVE:
Previous experience building and leading a high growth partner/channel organisation across Greater China.
Strong presence with an established executive network around the regional partner ecosystem.
Experienced builder of inspired teams that drive demonstrable growth in complex and evolving business environments.
Intimate knowledge of partner business models with a strong focus and understanding of channel sales in a cloud computing environment.
Proven ability to achieve sales objectives and drive accurate forecasting of partner business.
Data-driven decision maker highly capable of building financial justification for investment in channel go-to-market.
Growth mindset in an organization that is building out its partner DNA and ecosystem internationally.
Strong collaboration skills both with field sales and professional services leadership as well as partner corporate and strategy leaders.
10+ years of a mix of leadership experience, ideally in the partner/sales realm.
Fluency in English.
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