District Manager, Commercial Sales

Job Description - EMEA Manager, Microsoft

Snowflake is experiencing exponential growth, and we are expanding our Alliances team to help us scale to better serve our customers. As EMEA Manager, Microsoft you will be responsible for deepening Snowflake’s relationship with Microsoft and translating this into an effective joint go-to-market strategy to drive the 5 year plan to support Snowflake’s global path to $10bln.

Reporting to the Senior Manager, EMEA Cloud and on the back of a new, global partnership agreement, senior management at both MSFT and Snowflake in EMEA are requiring an experienced MSFT leader to build and execute on the EMEA GTM plan. You will have a unique opportunity to work for the leading Data Cloud company in the world and lead the development of Snowflake’s cloud go-to-market with Microsoft across the region.

Core Responsibilities:

• Lead the Microsoft partnership across EMEA, building the GTM plan coordinated between sales, sales engineering and marketing with active participation and ownership from the regional cloud leaders across the region. This role will also support the execution on our most important market (UK).
• This role will be responsible for the governance between Snowflake EMEA leaders and the Microsoft EMEA ISV, Industry, Data & AI and CxO leadership.
• Coordinating this plan at an EMEA level (with Snowflake EMEA leadership), through regional execution with the Regional Cloud Team and their respective RVP’s, will ensure the necessary governance is in place for early and active account engagements/escalations, as well as broader deployment/product integration planning.
• Serve as the liaison and contribute in regular planning and coordination between EMEA, APJ and the global MSFT partner management team.
• Develop joint sales strategies & own the GTM with Microsoft for EMEA, that enables collaboration between Snowflake and the Microsoft teams. Manage field sales co-sell program execution in your assigned territory, coordinated with global MSFT partner management.
• Proactively build trust-based relationships with the Microsoft sales teams and management (up to C-level), articulating Snowflake’s unique value proposition in driving adoption of their platform and deep Snowflake/Microsoft technical integrations.
• Working with the Microsoft EMEA Partner SE to drive a coordinated enablement plan for Microsoft sales and technical roles (ATU, STU, CSU, GBB) across EMEA, on why Snowflake is a great partner solution to drive consumption and accelerate customer time-to-value.
• Assist in managing field sales co-sell program execution.
• Execute sales plays and campaigns aligned to regional sales leaders and measure success and iterate for sales impact.
• Manage unique and challenging relationship dynamics that include both competitive and collaborative scenarios.
• Work with partner operations to accurately measure the efficacy of field programs and associated sales impact; deal registration, joint pipeline, referenceable wins, etc.
• Build relationships with Snowflake’s sales teams and regional leadership, serving as the primary point of contact and escalation point for Microsoft in EMEA.
• Own and manage the Microsoft credits program for the region.
• Analyse Azure growth trends and recommend new Snowflake regions to sales leadership.
• Collaborate with marketing to design and implement marketing programs to achieve revenue goals, aligned to the global marketing plan.

On day one we will expect you to have:

• 15+ years of relevant alliances experience, across EMEA. Global collaboration/contribution preferred.
• 5+ years partnering with Microsoft Azure.
• Team management & leadership experience, across EMEA - with relationships and expertise across MSFT’s regions.
• Prior background in software and SaaS - industry selling experience preferred.
• Experience working within Microsoft as well as partnering with Microsoft preferred.
• Proven success in managing alliance partnerships and the ability to identify and capitalise on areas of mutual business interests.
• Strong verbal and executive presentation skills. Experience managing C-level engagements preferred.
• Strong skills in multitasking, communication, negotiation, organisation and teamwork.
• Proven self-starter with a high degree of initiative and ability to learn quickly.
• Additional language skills (FR/DE) a plus.
• Ability to travel as needed.