Partner Lead, EMEA

WHO WE ARE ABOUT STRIPE Stripe is a financial infrastructure platform for businesses. Millions of companies—from the world's largest enterprises to the most ambitious startups—use Stripe to accept payments, grow their revenue, and accelerate new business opportunities. Our mission is to increase the GDP of the internet, and we have a staggering amount of work ahead. That means you have an unprecedented opportunity to put the global economy within everyone's reach while doing the most important work of your career. ABOUT THE TEAM The Global Alliances and Channels team focuses on building, supporting, and going to market with professional services firms including systems integrators, consultancies, and managed services providers such as Accenture, PwC, Deloitte, Infosys, and others. In addition, the team leads the go-to-market initiatives with our strategic technology alliance partners including AWS, Salesforce, Adobe, and others. Our objective is to ensure users have access to the broadest set of solutions leveraging the Stripe platform and the deepest set of technology and industry experts, while at the same time ensuring our partners and Stripe build large, mutually beneficial businesses together. The Strategic Global Alliances (SGA) team focuses on a subset of our highest priority partnerships. These partnerships operate at global scale with Stripe and present opportunities to create significant sales pipeline, deals sold, joint solutions, and scaled delivery expertise. WHAT YOU'LL DO You'll support the overall success of Stripe's Global Alliance with Accenture and other key GSIs in EMEA, driving joint GTM (Go-to-Market) and co-sell. You'll work alongside the Accenture Global Partner Development Manager (PDM) and other GSI PDMs to drive net new demand for the partnership in the field across key markets in EMEA. This position is focused on deepening our joint sales motion, joint solutions, and delivery capabilities. This position is fast-paced, highly visible, and aligned to quarterly metrics. As a Partner Development Manager, you'll hold a holistic view of the business, generated by and engaged with Accenture and other partners in EMEA, and work across the Stripe Sales segments to enhance and grow partner-related Stripe revenue. You'll work cross-functionally with Partner Sales Managers, Partner Development Leadership, and Stripe AEs. You'll demonstrate an understanding of the Stripe Partner Ecosystem and the Stripe sales organization, and recognize high-impact opportunities, solutions, support deals for successful engagement with partners, and maintain high business hygiene. You'll drive towards end-customer value that results in business growth to both Accenture (and other GSIs) and Stripe by being partner-centric in all activities, serving as a leader and advocate for them within Stripe, and accurately representing Stripe within the partner's organization. RESPONSIBILITIES * Partner with the Global Accenture PDM and other GSI PDMs on building strategy, joint solution development, partner enablement, pipeline development, and deal closure in the EMEA region * Work closely with Accenture and other GSI counterparts to enable Stripe and partner sales teams on the unique joint value prop, lead account mapping workshops, blitz days, and co-create opportunities together * Orchestrate and partner with cross-functional resources to support Stripe partner co-sell and GTM activities and create and maintain a long-term, scalable joint GTM model that drives partner and user success * Support key deal execution with partners, both pre-sales and post-sales (working with Stripe PSMs, PSEs, SAs, and AEs) * Support weekly pipeline reviews to ensure pipeline information is thorough and accurate * Broker internal resources, tools, references, and investments needed to achieve quarterly goals WHO YOU ARE We're looking for someone who meets the minimum requirements to be considered for the role. If you meet these requirements, you are encouraged to apply. The preferred qualifications are a bonus, not a requirement. MINIMUM REQUIREMENTS * 10+ years of technology GTM experience * Strategy, sales, and development experience, working alongside consulting partners or ISVs * Process-oriented mindset with desire to solve individual challenges while building for scale in mind * Excellent communication and presentation skills, with the ability to speak to different functional leadership both internally and externally * Ability to both lead and be a team player on cross-functional teams that include technical, sales, product, and support resources from Stripe and the partner. Creative in terms of leveraging resources to drive outsized impact * Willingness to travel and be present with partners and sellers in front of our users and prospects * Ability to build and execute territory and opportunity-specific plans, in partnership with the Global PDM and other cross-functional resources * Excellent ongoing operational hygiene, accurately representing sales and partner activities in Salesforce PREFERRED QUALIFICATIONS * Accenture direct or indirect GTM experience * Experience driving GTM with GSIs such as PwC, Cognizant, Infosys, and Deloitte * Exposure to payments, commerce, and Q2C landscape, and understanding of how the Stripe stack can differentiate and complement ISV solutions in different integration models * Experience building successful joint GTM solutions with partners

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 delivers the AI Data Cloud, a global network where thousands of organizations mobilize data with near-unlimited scale, concurrency, and performance. Inside the AI Data Cloud, organizations unite their siloed data, easily discover and securely share governed data, and execute diverse analytic workloads. Wherever data or users live, Snowflake delivers a single and seamless experience across multiple public clouds. Snowflake’s platform is the engine that powers and provides access to the AI Data Cloud, creating a solution for data warehousing, data lakes, data engineering, data science, data application development, and data sharing. Join Snowflake customers, partners, and data providers already taking their businesses to new frontiers in the AI Data Cloud. snowflake.com Snowflake is experiencing exponential growth, and we are expanding our Alliances team to help us scale. We are looking for a strategic leader to scale our most critical Enterprise Technology partnerships. As Sr. Partner Development Manager, Enterprise Technologies you will own the 360-degree relationship for high-value technology partners. The primary focus of the role is supporting our joint customers and sales teams with effective joint go-to-market and resell/co-sell success. Reporting to Snowflake’s Enterprise Technology Partner leader, you will have a unique opportunity to work for the AI Data Cloud and lead one of Snowflake’s most important strategic partnerships. KEY RESPONSIBILITIES: * Drive the global end-to-end strategy across co-sell, resell, marketing, and product integration pillars. * Partner with Snowflake's global sales teams across the Americas, EMEA, and APJ to hit annual sales targets and by developing sales plays to improve field collaboration. * Collaborate with technical experts to develop joint solutions and create high-impact enablement materials that highlight differentiators for both Snowflake and partner teams * Lead Quarterly Business Reviews (QBRs) with senior executives and partner with marketing teams to create compelling programs that highlight the value of joint solutions. * Foster deep relationships across Product, Legal, and Professional Services to ensure a seamless experience. Act as the voice of the partner by sharing insights to drive continuous platform improvement. * Coordinate co-marketing initiatives (events, webinars, content) and utilize Snowflake systems to track key metrics, including joint pipeline and deal registration. MINIMUM QUALIFICATIONS: * Over 12 years of relevant work experience, including a minimum of 8 years in sales and alliances and at least 3 years at a director level or higher. * A minimum of 2 years of experience leading an ISV partnership that generated more than $10M in annual co-sell/resell revenue. * A proven history of success leading alliance partnerships and identifying mutual business interests, with a background in software and SaaS. * A highly analytical, data-driven, and strategic mindset, with the capability for creative problem-solving and pragmatic execution. * Strong verbal, executive presentation, and communication skills to effectively articulate the partnership's strategy and impact, with a history of success working with cross-functional teams. * A proven track record as a self-starter with a high degree of initiative and the ability to learn quickly. Every Snowflake employee is expected to follow the company’s confidentiality and security standards for handling sensitive data. Snowflake employees must abide by the company’s data security plan as an essential part of their duties. It is every employee's duty to keep customer information secure and confidential. 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