Director, Partners & Alliances – China

About the role

Snowflake is seeking a senior leader to own the entire partner ecosystem—including systems integrators, cloud providers, ISVs and marketplace partners—across Greater China. The Director, Partners & Alliances will strengthen and expand collaborations to drive growth and joint success for Snowflake and its partners.

Key responsibilities

• Provide end‑to‑end leadership of the partner organization across all routes to market.
• Achieve referral, resale and managed‑services business targets for the partner community through goal setting, pipeline management and field execution.
• Lead, hire and grow partner teams in the Greater China region.
• Drive alignment between partner managers and Snowflake’s field organization, fostering a co‑sell culture.
• Define team constructs such as role definitions, KPIs, hiring plans, joint business planning, QBR cadence and compensation.
• Recruit partners into the Snowflake Partner Network (SPN) to scale consumption of Snowflake’s Cloud Data Platform.

Required profile

• Proven experience building and leading a high‑growth partner/channel organization across Greater China.
• Strong executive network within the regional partner ecosystem.
• Demonstrated ability to build and inspire teams that drive measurable growth in complex environments.
• Deep understanding of partner business models and channel sales in a cloud computing context.
• Track record of achieving sales objectives and accurate forecasting of partner business.
• Data‑driven decision‑making with ability to build financial justification for channel go‑to‑market investments.
• Growth mindset and strong collaboration skills with field sales, professional services and partner strategy leaders.
• Minimum 10 years of leadership experience, preferably in partner or sales roles, and fluency in English.