Federal Partner Development Manager

US-VA-Remote · 10+ years experience · Full-time · Remote · Posted Oct 8, 2026

At a glance

As Federal Partner Development Manager, you will build and execute joint go-to-market strategies with a portfolio of strategic partners, including Global System Integrators (GSIs), cloud and technology partners, and value-added resellers (VARs).
You will align Snowflake and partner sales teams around priority federal accounts, create actionable business plans, and develop programs that generate partner-sourced pipeline and closed-won revenue.
This role combines executive relationship management, sales strategy, partner activation, and operational discipline.

Own the alliance development lifecycle for your assigned partners, from strategy and business planning through pipeline management and execution.
Identify priority federal customer targets and establish joint GTM initiatives with clear owners, milestones, and metrics.
Partner with sales, sales engineering, professional services, product, legal, and marketing to deliver a seamless partner and customer experience.
Share partner and customer insights with internal teams to drive continuous improvement, and work with technical experts to build solutions with partners.
Plan and execute co-marketing activities, including events, webinars, and content, to increase partner visibility and generate qualified leads.
Help partners navigate Snowflake's partner program and sales process, including deal registration, proposal support, and reporting.
Align with Sales Leadership and internal teams to keep sales cycles smooth and efficient.
Monitor partner performance against defined metrics, including sourced pipeline, partner activation, and competency growth.
Shift priorities, take calculated risks, and think creatively to deliver results while managing multiple priorities at scale.
Use Snowflake CoWork, CoCo, Salesforce, Slack, and related tools to streamline partner planning, opportunity tracking, deal registration, executive briefings, and partner scorecards.

10+ years of experience in strategic alliances, partner development, channel sales, technology sales, or business development
Experience managing system integrators, resellers, cloud providers, or other technology partners in the federal or public sector market
Demonstrated success generating partner-sourced pipeline and revenue against measurable business targets
Ability to create and execute joint business plans, account strategies, and GTM programs, and to track and articulate partner progress
Strong executive presence, negotiation skills, and written and verbal communication
Ability to operate effectively across sales, solution engineering, marketing, professional services, legal, and product teams
Working knowledge of cloud data platforms, AI, and frontier model environments

Experience building MCP-based workflows or applying AI to sales and partner operations
Established relationships with Snowflake's System Integrators and Value-Added Resellers is preferred
Experience using AI or automation to improve sales and partner workflows is preferred
Bachelor's degree preferred; MBA or equivalent experience is a plus