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AI Summary
Manage the health and revenue growth of the Coastal-Snowflake partnership by driving new logo acquisition and cross-selling. Act as the primary liaison between sales teams and the Snowflake ecosystem to maintain top-tier partner status.
Snowflake Alliances Manager
The Snowflake Alliances role is responsible for the health, growth, and revenue performance of the Coastal-Snowflake partnership. This role serves as the primary liaison between Coastal’s sales team and Snowflake’s ecosystem (Snowflake, dbt, Sigma, etc) field organization (PSMs, AEs, and SEs) to drive new logo acquisition and cross-sell from our existing client base. You are responsible for navigating the Snowflake Partner Network (SPN) and ensuring Coastal remains a top-tier delivery partner.
Reports to: Head of Market Strategy & Alliances
Key Responsibilities:
- Field Execution & Co-Selling: Build and maintain deep "desk-level" relationships with Partner Sales Managers (PSMs) primarily and License Account Teams (AE, DM, RVP) secondarily. Conduct regular account mapping to identify "white space" and drive warm introductions, secure Coastal participation in account team meetings / QBRs.
- Partner Portal & Program Management: Own the Snowflake Partner Network (SPN) portal. Manage deal registrations, track "Partner-Sourced" vs. "Partner-Influenced" metrics, additional partner tiering requirements and ensure Coastal maintains a high-tier status (Premier/Elite).
- Hyperscaler Alignment: Navigate the "tri-party" relationship between Snowflake, Coastal, and the cloud providers (AWS/Azure). Leverage Snowflake funding programs (MDF, POC funds, and Migration incentives) to close deals.
- Practice Enablement: Partner with the Delivery and Practice leads to ensure our consultants are achieving the latest Snowflake certifications (SnowPro Core/Advanced) and technical competencies (e.g., Financial Services or Retail competencies).
- Marketplace Strategy: Manage Coastal's presence on the Snowflake Marketplace. Identify opportunities to package proprietary IP or "accelerators" as Snowflake-native offerings.
- GTM & Field Marketing: Plan and execute regional Snowflake related events (Data for Breakfast, Snowflake World Tour, dbt Summit, Sigma events, etc), secure interest/invitations to partner with Snowflake customer facing events and ensure Coastal is highly visible at the annual Snowflake Summit.
Experience & Skills Required
- 5+ years in Alliances or Channel Sales, specifically within the Data/Cloud ecosystem.
- Deep familiarity with Snowflake’s sales motion (Consumption-based models vs. traditional SaaS).
- Proven ability to drive pipeline in a "co-sell" environment where the partner owns the primary relationship.
- Strong technical literacy in Cloud Data Warehousing, AI/ML, and Data Governance.
Why Coastal, and what we offer:
- Flexible working hours with an emphasis on a life-work balance (in that order!)
- Remote flexible work; “Live by the beach, work in the Cloud,” plus company office locations in Palm Coast, FL; Atlanta, GA; Tysons, VA & Lexington, KY; travel as required to client locations
- Unlimited Paid Time Off (RTO), 401K with Company Match, and Medical, Vision, & Dental coverage
- Competitive quarterly bonus opportunities
- Continuing education and certification reimbursements, specifically within the Salesforce and Snowflake ecosystems; plus occasional in-house competitions with spot bonuses
- A flexible and fun team culture! We value transparency, support, flexibility, growth, teamwork, fun, and so much more
- Frequent team and culture activities, virtual & in-person, including Lunch and Learns, Happy Hours, team-building events
- Monthly All-Hands calls to bring the company together, and an open-door leadership policy with access to mentorship and guidance
- Opportunities for accelerated growth, networking, and career guidance and support
- Trust, transparency and respect across all levels of the company
Coastal provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws.
This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoff, recall, transfer, leaves of absence, compensation and training.
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