Director Of Business Development
- Full-Time
- Washington, DC
- Snowflake
- Posted 3 years ago – Accepting applications
Job Description
JOB DESCRIPTION
There is only one Data Cloud. Snowflake’s founders started from scratch and designed a data platform built for the cloud that is effective, affordable, and accessible to all data users. But it didn’t stop there. They engineered Snowflake to power the Data Cloud, where thousands of organizations unlock the value of their data with near-unlimited scale, concurrency, and performance. This is our vision: a world with endless insights to tackle the challenges and opportunities of today and reveal the possibilities of tomorrow. Snowflake is experiencing exponential growth, and we are expanding our Alliances team to help us scale. As Director of Business Development, you will play a lead role in negotiating commercial partnerships with many of Snowflake’s top partners, including companies that Snowflake Ventures invests in.
Reporting to the Head of Strategic Alliances, you will have a unique opportunity to lead the business development function at Snowflake. As the first person dedicated to the business development function at Snowflake, you will have the opportunity to shape the responsibilities of the function and its impact on Snowflake. You will have the exceptional opportunity to deliver corporate-level leadership for highly strategic growth opportunities and identify, architect, negotiate and drive successful execution of deals with partners and customers. This is not only about delivering impact to our customers and partners, but this role can meaningfully impact the direction and acceleration of success for our customers and partners on a global basis.
Lead the global business development function at Snowflake
Identify, architect, negotiate and drive successful execution of commercial deals with partners
Work with Snowflake Ventures, product management, sales and marketing leaders to negotiate commercial agreements with Snowflake Ventures investment prospects
Work with sales and product leadership to identify and pursue commercial partnership opportunities outside of Snowflake Ventures investments
Work with a diverse set of stakeholders to develop plans to source and pursue deals that target high-priority opportunities across product, business, and sales.
Create, articulate, and amend as necessary the value exchange framework for each partnership
Articulate the value of a partnership with Snowflake in the context of the customer's perspective, gaining knowledge of their business priorities and/or drivers
Work with internal stakeholders, Snowflake’s Head of Strategic Partnerships, and partners to structure the terms of the partnership agreements that support both Snowflake’s and partners’ interests. Manages all stakeholders to ensure internal alignment.
Lead deal negotiations. Identify negotiation strategy and manage executive escalations.
Work with Legal to draft term sheets and contracts
Work with Finance to create economic models for partnerships, as appropriate
Create the materials for and lead executive reviews for proposed partnerships
ON DAY ONE WE WILL EXPECT YOU TO HAVE:
6+ years of relevant business development experience
Extensive experience in structuring and negotiating commercial deals with both large and small companies
Prior experience leading cross-disciplinary virtual teams, including product managers, sales leaders, finance and legal
Prior background in software and SaaS
Proven success in negotiating favorable commercial deals
Strong verbal and executive presentation skills
Business strategy expertise with deep analytic and economic modeling skills
Proven self-starter with a high degree of initiative and ability to learn quickly
Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake.
How do you want to make your impact?
Apply to this Job
There is only one Data Cloud. Snowflake’s founders started from scratch and designed a data platform built for the cloud that is effective, affordable, and accessible to all data users. But it didn’t stop there. They engineered Snowflake to power the Data Cloud, where thousands of organizations unlock the value of their data with near-unlimited scale, concurrency, and performance. This is our vision: a world with endless insights to tackle the challenges and opportunities of today and reveal the possibilities of tomorrow. Snowflake is experiencing exponential growth, and we are expanding our Alliances team to help us scale. As Director of Business Development, you will play a lead role in negotiating commercial partnerships with many of Snowflake’s top partners, including companies that Snowflake Ventures invests in.
Reporting to the Head of Strategic Alliances, you will have a unique opportunity to lead the business development function at Snowflake. As the first person dedicated to the business development function at Snowflake, you will have the opportunity to shape the responsibilities of the function and its impact on Snowflake. You will have the exceptional opportunity to deliver corporate-level leadership for highly strategic growth opportunities and identify, architect, negotiate and drive successful execution of deals with partners and customers. This is not only about delivering impact to our customers and partners, but this role can meaningfully impact the direction and acceleration of success for our customers and partners on a global basis.
Lead the global business development function at Snowflake
Identify, architect, negotiate and drive successful execution of commercial deals with partners
Work with Snowflake Ventures, product management, sales and marketing leaders to negotiate commercial agreements with Snowflake Ventures investment prospects
Work with sales and product leadership to identify and pursue commercial partnership opportunities outside of Snowflake Ventures investments
Work with a diverse set of stakeholders to develop plans to source and pursue deals that target high-priority opportunities across product, business, and sales.
Create, articulate, and amend as necessary the value exchange framework for each partnership
Articulate the value of a partnership with Snowflake in the context of the customer's perspective, gaining knowledge of their business priorities and/or drivers
Work with internal stakeholders, Snowflake’s Head of Strategic Partnerships, and partners to structure the terms of the partnership agreements that support both Snowflake’s and partners’ interests. Manages all stakeholders to ensure internal alignment.
Lead deal negotiations. Identify negotiation strategy and manage executive escalations.
Work with Legal to draft term sheets and contracts
Work with Finance to create economic models for partnerships, as appropriate
Create the materials for and lead executive reviews for proposed partnerships
ON DAY ONE WE WILL EXPECT YOU TO HAVE:
6+ years of relevant business development experience
Extensive experience in structuring and negotiating commercial deals with both large and small companies
Prior experience leading cross-disciplinary virtual teams, including product managers, sales leaders, finance and legal
Prior background in software and SaaS
Proven success in negotiating favorable commercial deals
Strong verbal and executive presentation skills
Business strategy expertise with deep analytic and economic modeling skills
Proven self-starter with a high degree of initiative and ability to learn quickly
Snowflake is growing fast, and we’re scaling our team to help enable and accelerate our growth. We are looking for people who share our values, challenge ordinary thinking, and push the pace of innovation while building a future for themselves and Snowflake.
How do you want to make your impact?