Director of Global Channel Operations, Snowflake

• 10+ years of experience in sales, partner or channel operations in high-growth enterprise software; 5+ years leadership experience
• Understanding of core data architecture requirements and business processes in a B2B technology environment; Snowflake and consumption business model experience preferred
• Deep knowledge and expertise in Salesforce CRM/PRM, Snowflake and connected applications with hands on experience implementing solutions and system integrations for GTM teams
• Proven success scaling channel processes across multiple geographies and routes to market
• Strong analytics and process design skills, comfortable working with both strategic models and tactical execution
• Ability to translate business objectives and requirements to an technical development team
• Must possess business acumen, analytical, troubleshooting, problem-solving, and project management skills
• Exceptional interpersonal skills with demonstrated ability to present technical content to general audiences and develop trusted relationships across stakeholders

Desirable

• Revenue Operations is the driving force behind every Sales organization, responsible for accelerating the growth of the business by enabling sellers to sell most effectively
• Snowflake’s Partner organization is dedicated to accelerating the customer journey to becoming truly data driven by empowering our ecosystem of partners to integrate best-in-class technology, solutions, and services
• We are also integral in addressing the scaling needs of our Partner ecosystem and driving a positive experience for our Partners when working with Snowflake
• Thus Partner Revenue Operations is uniquely positioned at the cross section of these critical support functions to make a true impact on the business
• Our team is building the capabilities needed to scale Snowflake’s Go-to-market strategy & Partner ecosystem into new markets and customer segments, introduce uniquely new solutions and services, and sell through new channels
• In this role, you are pivotal to understanding our Partner ecosystem, assessing partner-led GTM routes to market and providing recommendations to improve partner performance while supporting the execution of our strategy
• You will focus on building and managing our channel systems and processes to streamline our Partner business and make it easy for our Partners to work with Snowflake
• Intimate knowledge of SIs, ISVs, Cloud Partners and Reseller business and the associated processes and tools needed to support are critical
• You will work closely with our partner leaders, product leaders, marketing, finance, IT and operations teams to implement this strategy, working collaboratively to put in place new processes, systems and best practices to successfully execute on Snowflake’s vision and maximize the impact of Partners and the Partner team
• We’re looking for someone who loves combining strategy with execution and can roll up their sleeves to bring plans to life
• This role requires a “full stack” player; comfortable in lead or support roles across a variety of projects and strategy and operations responsibilities
• Lead channel operations strategy across all partner routes to market including Resale, Marketplace (AWS, Azure, GCP), Distributors and Managed Services Providers
• Build out a team of global Channel deal operations managers to drive in timezone coverage for support; Establish, codify, implement and enablement channel rules of engagement and multi-channel deal operations playbooks to support partner transactions
• Define channel-related CRM/PRM architecture requirements, ensuring scalable support for sell-with, sell-though and transactable motions
• Drive automation and tooling improvement in collaboration with RevOps and IT to streamline channel quote-to-cash, onboarding and business ops workflows
• Design and manage channel program mechanics including but not limited to deal registration, margin frameworks, discount approvals, incentive tracking and billing
• Partner with finance and sales strategy to define multi-channel attribution models, especially in segments that have direct and channel partner engagement
• Define and operationalize channel-specific forecasting, pipeline hygiene, and performance dashboards both internally to Snowflake and externally to Partners (e.g. PRM analytics)
• Collaborate w/ Sales and field operations, public sector, legal, compliance and product teams to support contracting and security requirements in partner deals
• Serve as the operational liaison for key channel partners, providing operational enablement, soliciting structure feedback and resolving process bottlenecks and inefficiencies
• Support internal and external compliance and audit reviews for channel businesses