snowflake - EMEA Partner Development Director - Accenture

• 1. EMEA Region Alliance Strategy & Planning • Strategic Go-to-Market Planning: Work closely with your Accenture to build comprehensive joint business plans in EMEA. Collaborate on joint GTM strategies including - strategic objectives; priority markets/industries; joint solution development roadmaps; and global resource alignment • Executive Relationship Management: Cultivate strong and lasting relationships with key C-level and senior executive stakeholders (Business Group, Practice Leads, Alliance VPs, Regional Leaders) within Accenture in EMEA. • Strategic Alignment: Ensure the Accenture’s Data and AI offerings and go-to-market motions are strategically aligned with Snowflake's product strategy and key differentiators and that Snowflake’s value proposition is well-aligned to Accenture’s EMEA priorities. • Performance Governance: Lead regional QBRs (Quarterly Business Reviews) and other governance to track performance,, resolve escalations, and align on future priorities. • Internal Partner Team Alignment: Connect regularly (esp. for major markets - UKI, Central, South) with the country/sub-region partner teams in Snowflake, attend country QBRs and events as needed - maintain local field network and visibility. • 2. Joint Go-to-Market (GTM) and Co-Selling • GTM Execution: Achieve partnership goals including sales quota and other KPIs; this is a quota carrying position which materially contributes to regional and company level results. • Deal Oversight: Assist field teams, extending from operational deal/service registration, assisting with AMP funding, opportunity reporting, proposal support, through to alignment with Executive Leadership. • Pipeline & Deal Support: Working with regional PDMs or hands-on as required to collaborate with internal teams and external business groups to ensure a smooth,efficient sales cycle and upholding the partnership brand. Drive growth in the regional co-sell pipeline by working with local PDMs/ PSMs, to identify opportunities across multiple countries and industry verticals. • Solution Development/Promotion: Collaborate to define and package repeatable joint solution offerings and accelerators that leverage both Snowflake solutions and the GSI's consulting/implementation expertise and help promote relevant global offerings. • Sales Engagement & Cadence: Implement a structured EMEA region sales interlock and collaboration process (e.g. deal/service registration, joint account mapping, weekly sales syncs) to ensure seamless co-selling between the field sales teams of GSI and Snowflake. • Marketing Collaboration: Coordinate and execute co-marketing activities, including events, webinars, and content creation, to increase partner brand visibility and generate interest. • Event Engagement: Drive Summit and World Tour attendees in-line with regional PDM's, own the agenda and hosting of GSI delegates. Curate meaningful executive meetings at the event through proactive briefings for thoughtfully paired connections with provocative topics, data-led insights and meaningful outcomes. • Solution Launches: Work with global teams on strategic product launches to drive partner engagement in region: e.g. SAP, OpenAI, Anthropic launches and GTM. • 3. Enablement and Capability Development • EMEA Practice Development: Inspire Accenture to grow their EMEA Snowflake practice. Define certification growth plans and support enablement of your partner. Help shape the EMEA enablement plan and work with SE org on enablement delivery to ensure the GSI maintains adequate capacity and expertise. • Contract Compliance: Ensure the required commercial and legal agreements in place and up to date across the EMEA region, including resell. • Certification & Training: Drive adoption and achievement of the regional certification goals across Accenture's Business Group in EMEA as part of the global account plan. • Technical Alignment: Work with Snowflake's Product and Solution Engineering teams to ensure Accenture has early access to new product releases and is technically equipped for successful solution delivery • Value Articulation: Act as a subject matter expert in the joint value proposition, training the GSI's sellers and delivery teams on how to articulate the combined value to clients. • 4. Delivery and Customer Success Oversight • Oversight of Joint Delivery: Maintain a high-level view of active EMEA client engagements where Accenture is implementing Snowflake, assisting as needed to ensure successful outcomes and mitigate risks. Engage Snowflake SD as needed. • Escalation Management: Serve as the final escalation point for the GSI partnership on commercial, delivery, or operational issues, mobilising internal resources as needed. • Quality Assurance: Review larger projects (post-implementation) to help drive continuous improvement in joint delivery methodologies. • Reference Architecture: Identify and document successful joint customer deployments to create global case studies and reference architectures. • KEY BEHAVIOURS (THE “HOW”) • Operational Velocity & Execution • Bias for Completion: Move rapidly from concept to finalised asset. Whether it’s a "First Call Deck," a Joint Business Plan, or an internal Business Case, you are expected to ship final, polished work products that the field can use immediately. • Digital & AI Fluency: You will operate in a fast-paced, digital-first environment (Google Workspace, Slack, Teams, Sigma, SFDC). You are expected to leverage AI tools (e.g. Glean, CoWork, CoCo) to accelerate your own productivity, drafting, and data analysis. • Pipeline Command: You don't just "monitor" the pipeline; you own the GACV and Use Case numbers for Accenture EMEA. You will dive into the data to identify gaps, lead forecast calls with precision, and hold sub-regional teams accountable for pipe coverage. • Strategic Leadership & Teaming • Proactive Alignment: Don't wait for friction to arise. You will proactively build "joint plans" with Snowflake Sales, Professional Services (PSM), and Marketing leaders. Your job is to facilitate connections and remove barriers independently. • "Here and Now" Problem Solving: We value adaptability over playbook repetition. While your past experience is vital, you must diagnose current Snowflake challenges and design solutions that work for our specific culture and consumption model today. • Executive Presence: Win the "Hearts and Minds" of Accenture’s global and regional leadership and our own Field Leadership, moving beyond relationship maintenance to driving genuine investment, buy-in, engagement and ultimately - practice growth. • 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? • For jobs located in the United States, please visit the job posting on the Snowflake Careers Site for salary and benefits information: careers.snowflake.com http://careers.snowflake.com