Partner Practice Manager

2 days ago

Melbourne, Victoria, Australia Snowflake Full time
Overview

Partner Practice Manager - Professional Services ANZ (Sydney or Melbourne). Snowflake is looking for a strategic and results-oriented Partner Practice Manager to join the ANZ Professional Services leadership team. This is a high-visibility role where you will drive the professional services partner strategy and operate as the partner professional services business builder across ANZ and with key global and regional system integrators. You will be responsible for building and executing a scalable partner ecosystem that drives customer success and expands Snowflake's services delivery capacity.

Location: Sydney or Melbourne, Australia. This role is not a channel-only position; it is focused on developing and delivering joint services opportunities with partners alongside the Snowflake services organization.

Responsibilities
  • Go-to-Market (GTM) Strategy: Collaborate with Snowflake partner sales teams to design and implement the joint GTM strategy with focus partners, define target markets, joint offerings, and engagement rules.
  • Partner Selection & Onboarding: Oversee onboarding of new services partners and enable existing partners on Snowflake's latest features and delivery practices.
  • Contract & Commercial Management: Manage the commercial relationship, including master services agreements, subcontracting paperwork, and a smooth, compliant process for joint engagements.
  • Joint Sales Pipeline Development: Work with Snowflake partner sales teams to identify, develop, and close joint services opportunities; build a robust, predictable pipeline and help partners scale their business with Snowflake services.
Basic Qualifications
  • 10+ years of experience in a partner-facing or alliance management role within an enterprise software or cloud technology company.
  • 5+ years of experience focused specifically on Professional Services sales, either directly or through partners.
  • Demonstrated experience building and managing relationships with large Global System Integrators (GSIs) and/or boutique consultancies.
  • Proven track record of building and managing a sales pipeline and exceeding targets in a partner-centric sales model.
  • Strong understanding of services contracts, statements of work (SOWs), and the commercial aspects of subcontracting and partner agreements.
  • Excellent communication, presentation, and interpersonal skills, with the ability to build rapport and credibility with senior executives at both Snowflake and our partners.
  • Bachelor's degree in Business, Technology, or a related field.
Preferred Qualifications
  • Direct experience working with or for key Snowflake partners
  • Hands-on experience with the Snowflake Data Cloud platform is highly desirable.
  • Deep understanding of the data and analytics landscape, including data warehousing, data lakes, AI/ML, and business intelligence.
  • Experience in a high-growth, fast-paced technology company.
  • MBA or equivalent advanced degree.
  • Proven ability to operate effectively in a matrixed organization, collaborating with sales, legal, marketing, and services delivery teams.

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