Snowflake MDD

Sydney, New South Wales, Australia

• Remote  Full-time  Director
  Role Responsibilities: As the MDD for Snowflake, you will be responsible for:

1. Making Accenture the #1 Global Systems Integration (GSI) partner for Snowflake in ANZ by building an exemplary partner relationship

2. Sales origination for Snowflake-related opportunities with a primary focus on achieving sales targets and generating services revenue

3. Sales support to execute and convert Snowflake opportunities into sales and revenue

4. Develop and execute the Data & AI Business Plan for Snowflake collaborating with and bringing together Client Groups, Strategy & Consulting, Technology, Operations, and Song

Leadership Experience And Skills
Minimum of 5–10 years client/market experience building partner relationships and originating sales with Cloud based Data and AI solutions and platforms, including demonstrated experience selling Snowflake. A track record of successful, new business generation and sales closure based on Data and AI platform and product sales. Candidates will currently be in market development positions within:

1. leading technology professional services, or Cloud platforms organizations

2. Global technology services firm or niche mid-scale Cloud engineering/delivery firm

Demonstrated Cloud Data Platforms Sales Experience: Has personally driven 3-5 Data and AI platform-led sales within their organization or a client’s organization involving extensive cloud data modernization, advanced analytics, AI and has achieved targets. Able to clearly articulate the business value of Snowflake and Data/AI-led transformation.
Deep understanding of Cloud data platforms and industry trends: Breadth and depth of industry trends across the key Cloud data technologies, especially comparative knowledge across Snowflake, Databricks, Azure, AWS and Google Cloud. Solid POV on how the industry is evolving and the role of Snowflake in the Industry.
Clear understanding of Business and Technology strategy for Cloud data platforms
Deep understanding of the dynamics in technology organization/the CIO/CDO/CDAO domain and the business/Line of Business areas served.

Educational pedigree.
Bachelor’s degree from a top-tier university is required; an advanced degree, such as an M.B.A., is preferred. Certifications across Snowflake, Databricks, AWS, MSFT and GCP advised. Broader Computer Science and Cloud/Data certifications and academic experience will also strengthen candidacy.

Critical Leadership Capabilities
Building Alliance Partnerships
Builds exemplary relationships with strategic technology partners

1. Lead alliance activities with our partners and ensuring Accenture is top of mind for Snowflake – represent Accenture at all levels of partner engagement

2. Run and manage Quarterly Business Reviews (QBR) and Executive connects

3. Create and maintain partner cadences at all levels

4. Use the partner network to originate

5. Create thought leadership, campaigns and go-to-market material to stay ahead of competitors and maintain a market-leading Accenture-Snowflake profile in the ANZ market

   Building Pipeline
   Use an established, structured mechanism with our partners and within Accenture to generate new business and open up new opportunities that have substance and impact
   Strategic origination at the executive level rather than ad hoc opportunities
   Regular meetings with Snowflake Account Executives and partner leads
   New business development tracked in the sales system (MMS)
   Support Data and AI Strategy

6. Support Data and AI Leads in definition of the Snowflake strategy, including industry and functional focus areas, industry/Client Group planning and then lead execution of the plan aligned to origination focus

7. Sales tracking, leadership and reporting for Snowflake

8. Escalation and leadership across GTM areas in relation to Snowflake

9. Lead alignment with partner to support strategy – joint events, case studies, VTO, internal marketing

Practice Enablement

1. Support Data and AI Leads in developing in-depth awareness, skills, training, and certifications in Snowflake across the Data and AI practice

2. Definition, creation, and execution of Snowflake enablement campaigns and incentives

Sales and Business Development

1. Support key deals in an active business development capacity to support or lead a deal – origination, RFP Support, Sales capture/bid management, partner/client meeting attendance etc.

2. Sales capture activities such as bid management, client interaction and New Business Meetings (NBMs)

3. Support Snowflake deals though all sales stages through to closure

4. Partner meeting activities on key deals including partner strategy

5. Interlock with Data and AI Leads

Other Personal Characteristics

1. Upbeat, positive, transparent engaging with a natural skill for building enduring relationships both internally and externally.

2. Growth-oriented with an assertive and action-oriented bias, yet a team player who solicits and acts on input from others.

3. A sharp, rigorous thinker who can operate successfully among very bright, progressive, and charismatic people.

4. Proactive and entrepreneurial; someone who instinctively knows what needs to be done and rallies colleagues to get things accomplished.

5. Desire and ambition to impact client organizations.

6. High integrity and credibility as perceived by all those with whom he/she will work.

To Apply - Please forward resume to Debra Hartmann @ dhartmann@pailingroup.com

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