Snow’s mission is to stop organizations from overpaying for the software they use, today and tomorrow. We are uniquely positioned to empower businesses to gain complete visibility into their technology stack, then use those insights to optimize efficiency and effectiveness while ensuring regulatory compliance and data protection. Today we are the largest and most successful platform for dedicated end to end visibility of IT an estate and SAM solutions with staff all over the world in regional locations. To sustain our explosive growth, we are looking for the brightest, and most highly-skilled people who have their best work ahead of them. Now is the right time to join Snow.

This is a strategic, global role required to drive business growth through our global partnerships with the global System Integrators (SI’s) and Managed Services Providers (MSP’s) in support of the company’s revenue goals. The focus will be on the most prioritized partners, which we call “Tier 1”. The individual will report to the VP of Partners & Alliances and be part of the Corporate Partner team. The role will manage all aspects of partners and apply insight gained having worked for relevant enterprise software organizations to drive Snow’s industry and technology propositions with partnerships in order to generate incremental revenue opportunities.
In close alignment with the Sales, Business Development, Marketing, Professional and Services teams, as well as other parts of the Snow Partner team, the role will be responsible for the successful execution of the overall partner strategy. The role within Snow Software is a senior position covering targeted sales efforts and relationship management of a number of partners across the world. These range from organizations with successful existing relationships that are generating revenue to embryonic relationships we are developing. The partners include Deloitte, KPMG, PWC, Accenture, IBM, Rimini Street and others that can help drive the Snow revenue plan. The candidate will be responsible for developing the business plan for these organizations, setting sales strategy, identifying mutually beneficial go-to-market activities and executing on these plans. The goal is to deepen the relationship (increasing attributable revenue) with existing partners and to build an opportunity and revenue stream with these strategic partners across all geographies at Snow. Activities will include market segmentation, enablement, joint solution development, joint go-to-market strategy and, ultimately, identifying, developing and driving pipeline with the partners to discover and deliver incremental, partner-originated revenue opportunities. 
Responsibilities include:
•    Advocating and representing the value of the Snow Platform to a broad and diverse range of prospective partnerships and alliances
•    Reviewing and developing Snow partner strategy for improved structured and programmatic execution
•    Regularly reviewing and adjusting strategies based on shifts in technology and market trends
•    Assuming responsibility for specific partner business and go-to-market plan
•    Developing a scalable, repeatable model driving platform sales & strategic interest with key partners
•    Identifying, qualifying, recruiting, enabling, developing and managing productive partnerships
•    Building deeper, more strategic and sustainable partnerships with existing partners
•    Ensuring commitment from partners for pipeline generation, revenue goals, focus and capabilities
•    Supporting presentations, proposal/tender responses and early stage joint customer meetings
•    Effectively engaging and building internal cooperative relationships with the Sales function to ensure alignment with vertical business plans and to develop solutions, go-to-market and engagement models
•    Engaging with cross-functional resources (Presales, Professional Services, Business Development & Marketing) to develop solutions as well as the go-to-market and engagement model  
•    Being accountable for successful partner business plan execution, through proactive engagement, regular team meetings, conference calls and reviews
•    Ensuring effective pipeline management and sales forecasting in cooperation with the Sales teams
•    Committing to Command of the Message, Command of the Sale and MEDPICC customer engagement methodologies
 

NEED TO HAVE
•    10+ years of enterprise software solution sales or partner management experience, which includes systems integrator and technology partnerships. 
•    Preference for experience within SAM or the ITSM space
•    Demonstrable network of senior level contacts in Systems Integrators and proven experience of leveraging these relationships to build mutually beneficial partnerships to drive revenue
•    Proven and demonstrable experience of driving high value sales through partners, delivering increased revenue, brand awareness and customer success
•    Proven history of being able to work independently and with cross-functional sales, marketing and product management teams to achieve company and departmental objectives
•    Strong business acumen in developing and managing strategic plans with partner/company executives and challenging the status quo
•    Proven history of analyzing situations, employing creative and effective decision making to solve problems/achieve results
•    Ability to excel in a team environment which emphasizes total cooperation and mutual respect across a global environment and varying cultural contexts
•    Solid analytical ability and negotiation skills 
•    Outstanding presentation, verbal and writing skills and ability to communicate complex ideas effectively across a wide range of audience levels and functions
•    Superb organization and time management skills. Ability to multitask effectively and prioritize against rapid timelines and competing priorities
•    Strong knowledge of CRM and MS Office applications (Word, Excel, Outlook, PowerPoint) essential
•    Strong desire to succeed and candidate needs to have sales attitude behind all driving activities
•    Located in the US and preferably in the Austin, TX area
•    Ability to travel up to 50% of the time
NICE TO HAVE
•    Prior experience with Force Management (COM, COS, MEDPICC)
•    Experience selling Software Asset Management tools or services
WHO YOU ARE
We see that you are a person who is a natural leader and good communicator. You collaborate well both internally and externally. You possess strong relationship building skills, can negotiate with the best of them and are laser focused on customer satisfaction. You have the ability to coordinate technical and subject matter expert resources in the sales process, while not losing sight of the value of the deal.
 

LOCATION: Austin, TX; would consider remote in the US

Pay & Benefits:

• Competitive Pay + Commission
• Stock Options
• 100% Employer Paid Benefits for Employee for Dental, Medical Insurance, Vision, Life, STD, LTD
• 401k with Employer Matching Contributions
• Employer HSA Contribution
• Unlimited Vacation

This is a chance for you to accelerate your career and succeed in an environment where you will have the possibility to make a daily impact. Every day you will get to work alongside helpful and down-to-earth colleagues who are dedicated and ambitious. We fully recognize that it is our employees that make Snow a success and the global leader in the development and delivery of dedicated SAM solutions. If you are the right person for the role we will offer you exciting and developing assignments and you will get to be part of a fantastic journey within a dynamic high-growth business.

We look forward to your application and the opportunity to meet you!