Partner Marketing Manager Lead, Scale Services Partners

About this role

At Snowflake, we are powering the era of the agentic enterprise. To usher in this new era, we seek AI-native thinkers across every function who are energized by the opportunity to reinvent how they work. You don’t just use tools; you possess an innate curiosity, treating AI as a high-trust collaborator that is core to how you solve problems and accelerate your impact. We look for low-ego individuals who thrive in dynamic and fast-moving environments and move with an experimental mindset — who rapidly test emerging capabilities to discover simpler, more powerful ways to deliver results. At Snowflake, your role isn't just to execute a function, but to help redefine the future of how work gets done.

Snowflake is seeking a Senior Partner Marketing Manager to lead go-to-market strategy for our scale services partner ecosystem spanning system integrators and resellers. This is a category-level leadership role, not a single-partner execution role.

You will own the end-to-end marketing strategy for the Scale Services category, set goals for internal and external stakeholders across that category, and enable regional field teams and partners to self-execute joint go-to-market motions at scale. You will be expected to identify gaps across the sales, marketing, and partner ecosystem — and build the programs, frameworks, and tools to close them. You will operate with minimal oversight on ambiguous, cross-functional challenges and help others navigate similar complexity.

WHAT YOU'LL DO

CATEGORY-LEVEL STRATEGY & PLANNING

- Own and develop joint marketing plans at the Scale Services category level — across the full SI/reseller ecosystem, not just individual partners.

- Set goals for internal stakeholders (field marketing, PMM, alliances) and external partners, and be accountable to category-level pipeline and revenue outcomes.

- Enable partner organizations and regional teams to build and submit their own joint marketing plans to Snowflake; establish the frameworks and templates that make this repeatable.

- Make forward-looking bets on which partner relationships to invest in and grow — advising leadership on ecosystem prioritization.

POSITIONING & MESSAGING

- Develop new and innovative ways of articulating the Snowflake Value Proposition To Partners, particularly for large, multi-faceted partner relationships with complex solution overlays.

- Champion Snowflake's AI Data Cloud narrative through the partner lens, ensuring SI/reseller messaging reflects the latest platform capabilities and customer use cases.

GO-TO-MARKET PROGRAMS & DEMAND GENERATION

- Identify gaps across sales, partner, and marketing motions and design new, innovative campaigns (demand gen, ABM motions, events, partner activations) customized to target customer and prospect segments.

- Build campaigns-in-a-box, partner playbooks, and enablement resources that empower partners and field teams to execute independently with minimal hand-holding.

- Align new campaign programs with field marketing, ABM, SDR, and product marketing functions to ensure pipeline alignment and avoid duplication.

ECOSYSTEM EXPERTISE & PRODUCT ALIGNMENT

- Be a recognized specialist in the SI/reseller ecosystem — deeply understanding partner business models, key GTM plays, and how partner capabilities map to customer use cases.

- Embed with partner alliances and product marketing teams to proactively shape programs that align with future product launches and Snowflake platform milestones.

- Build and grow a partner marketing community of practice — driving joint storytelling, shared enablement, and co-marketing best practices across the ecosystem.

CROSS-FUNCTIONAL LEADERSHIP & COMMUNICATION

- Build bridges between teams that don't traditionally work together — connecting partner alliances, product marketing, field marketing, SDR, and regional teams to create net-new GTM opportunities.

- Develop a long-term communication strategy for the Scale Services ecosystem; empower geos to own and execute these channels on their own with clear guardrails.

- Represent the partner perspective at VP/Director-level internal forums and at partner executive briefings.

- Anticipate cross-team roadblocks and dependencies before they become blockers; resolve independently without escalation.

- Provide directional guidance and mentorship to IC3/IC4 partner marketing teammates.

WHAT YOU'LL BRING

- 10+ years of B2B marketing experience, with at least 6+ years in partner marketing, channel marketing, or ecosystem GTM roles.

- Deep familiarity with the SI/GSI and reseller ecosystem (e.g., Deloitte, Accenture, slalom, CDW, Presidio, or similar).

- Proven ability to operate at a program/category level — not just executing campaigns but designing the systems that allow others to execute.

- Strong cross-functional influencer — comfortable driving outcomes across sales, alliances, product, and marketing without direct authority.

- Experience developing scalable enablement materials (playbooks, campaigns-in-a-box, partner toolkits) that field teams and partners actually use.

- Demonstrated ability to navigate ambiguity — takes fuzzy problems and builds structured, executable plans.

- Familiarity with cloud data platforms, AI/ML workloads, or data infrastructure a strong plus.

- Excellent executive communication skills; comfortable presenting to VP and C-suite stakeholders internally and externally.

HOW WE'LL MEASURE SUCCESS

- Partner-sourced and partner-influenced pipeline generated through the SI/reseller ecosystem.

- Co-marketing investment secured and activated with top-tier scale partners.

- Partner and geo self-sufficiency — adoption rate of campaigns-in-a-box, playbooks, and enablement tools.

- Demand generation program efficiency (cost-per-response, MQL conversion from partner-sourced programs).

- Cross-functional program launches aligned to product milestones and Snowflake GTM…