Head Of Corporate Business Development

Build the future of data. Join the Snowflake team.

Snowflake is experiencing exponential growth, and we are expanding our Alliances team to help us scale. As Director of Corporate 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 Vice President of Cloud Partners and Business Development, you will have a unique opportunity to lead the business development function at 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. To date, corporate business development at Snowflake has negotiated agreements with large companies such as AWS, Microsoft, Salesforce and Dell, as well as a variety of other partners in the generative AI, machine learning, data governance, security analytics, data integration, customer data platform and other spaces.

In this role, you will:

• 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
• Create detailed term sheets and work with Legal to draft, negotiate and finalize contracts
• Work with sales and product leadership to identify and pursue commercial partnership opportunities outside of Snowflake Ventures investments.
• Identify, architect, negotiate and drive successful execution of commercial deals with partners
• Manage a team of business development professionals
• Create and articulate the value exchange framework for each partnership
• Work with internal stakeholders and partners to structure the terms of the partnership agreements that support both Snowflake’s and partners’ interests. Manage all stakeholders to ensure internal alignment.
• Work with Snowflake Ventures, product management, sales and marketing leaders to negotiate commercial agreements with Snowflake Ventures investment prospects
• Lead deal negotiations. Identify negotiation strategy and manage executive escalations.
• Work with Finance to create economic models for partnerships, as appropriate
• Lead the global business development function at Snowflake
• Create the materials for and lead executive reviews for proposed partnerships

On day one we will expect you to have:

• Proven success in negotiating favorable commercial deals
• 7+ years of relevant business development experience
• Proven self-starter with a high degree of initiative and ability to learn quickly
• Prior experience in managing a team of business development managers
• Prior experience leading cross-disciplinary virtual teams, including product managers, sales leaders, finance and legal
• Prior background in software and SaaS
• Business strategy expertise with deep analytic and economic modeling skills
• Extensive experience in structuring and negotiating custom commercial deals with both large and small companies
• Strong verbal and executive presentation skills

The following represents the expected range of compensation for this role:

• Additionally, this role is eligible to participate in Snowflake’s bonus and equity plan.
• The estimated base salary range for this role is $197,000 - $294,000.

The successful candidate’s starting salary will be determined based on permissible, non-discriminatory factors such as skills, experience, and geographic location. This role is also eligible for a competitive benefits package that includes: medical, dental, vision, life, and disability insurance; 401(k) retirement plan; flexible spending & health savings account; at least 12 paid holidays; paid time off; parental leave; employee assistance program; and other company benefits.

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?