Global Account Manager

Snowflake is growing fast and we’re scaling our team to help enable and accelerate our growth. We’re passionate about our people, our customers, our values and our culture! We’re also looking for people with a growth mindset and the pragmatic insight to solve for today while building for the future. And as a Snowflake employee, you will be accountable for supporting and enabling diversity and belonging.

AstraZeneca, one of the world’s leading pharmaceutical companies, is going through a transformation programme to streamline for rapid growth & efficiency with Snowflake. In line with this objective Snowflake is looking to hire a Global Account Manager to support and accelerate this initiative. 

At Snowflake, we are dedicated to our people, our customers, our values, and our culture. We are looking for individuals with a growth mindset and the ability to think pragmatically to solve current issues while also planning for the future. As a Snowflake employee, you will also play a critical role in promoting diversity and inclusion within our organization.

Role Summary:

The Global Account Manager at Snowflake is responsible for driving sales and revenue growth with our customers by developing and executing a strategic plans for this territory. This individual will work closely with the marketing team to develop account-based marketing plans and will act as a trusted advisor to AstraZeneca by understanding their IT roadmap and positioning Snowflake as the solution of choice in the market. The Global Account Manager will also be responsible for prospecting, conducting initial meetings, managing the sales process, and ensuring ongoing customer satisfaction and revenue growth.

Responsibilities:

• Achieve sales quotas for allocated accounts on a quarterly and annual basis through the development and execution of strategic sales plans.
• Collaborate with the marketing team to develop and implement account-based marketing plans to drive revenue growth with AstraZeneca.
• Act as the trusted advisor to customers by understanding their existing and future IT roadmap and effectively positioning Snowflake as the solution of choice in the market.
• Identify and qualify new sales opportunities and develop ongoing revenue streams with  AstraZeneca.
• Conduct initial executive and CxO discussions and positioning meetings.
• Manage the sales process and close deals with AstraZeneca to meet revenue goals.
• Build and maintain strong relationships with AstraZeneca to ensure satisfaction and drive additional revenue streams.
• Utilize a value-oriented and solution-based approach to sales and possess excellent presentation, listening, organizational, and contact management skills.
• Partner closely with sales engineering, professional services, industry specialists, value engineering to improve Snowflake’s products and marketing

Requirements:

• 10-15+ years of field sales experience with a focus on data or cloud-related technology preferred.
• Extensive experience working with strategic and complex customers with cross-functional internal account teams.
• Happy to travel, UK, US (East Coast), Barcelona, India
• Can demonstrate growing accounts from $m to tens of millions
• Proven success in leading sales account teams aligned to AstraZeneca at a regional level.
• Experience closing seven-figure, multi-year deals and creating strategic account plans with  AstraZeneca.
• Strong understanding of Astra Zeneca’s requirements and the ability to effectively present solutions and articulate business value and ROI.
• Demonstrated success in transformational and consultative selling, strategy development, and sophisticated negotiations.
• Executive-level relationship management experience and an understanding of the business drivers for C-level stakeholders at AstraZeneca.
• Ability to collaborate effectively with cross-functional teams and stakeholders such as partner sales, marketing, value engineering, legal, etc.
• Industry and/or account-specific expertise in the pharmaceutical sector.
• Ability to thrive in a fast-paced environment and manage multiple opportunities and team members.
• Excellent communication, negotiation, and time management skills.
• Familiarity with sales processes and pipeline management.
• Experience with Salesforce or other CRM tools preferred.
• Comfortable managing remote opportunities virtual team members.