Role Summary:The Global Account Manager (GAM) at Snowflake is responsible for driving growth and deepening our strategic partnership with AT&T, one of the world's most iconic and complex media & entertainment companies. This role requires a proven enterprise sales leader who can develop and execute multi-year strategic account plans, orchestrate global account teams, and serve as a trusted advisor to AT&T's executives. The GAM will position Snowflake as the Data and AI Platform of choice to power AT&T's innovation, efficiency, and transformation across content, advertising, streaming, parks, and consumer experiences.
Key Responsibilities:- Revenue & Quota Ownership: Achieve and exceed quarterly and annual sales targets through strategic planning and execution.
- Strategic Account Leadership: Build and drive the global account plan for AT&T, aligning Snowflake resources and investments to AT&T, top business priorities.
- Trusted Advisor: Engage senior executives and C-suite stakeholders by understanding AT&T's IT, data, and digital transformation roadmap, and position Snowflake as a key enabler of those initiatives.
- AT&T's Creation & Expansion: Identify, qualify, and close new opportunities across AT&T's business units, regions, and subsidiaries to generate long-term, recurring revenue.
- Executive Engagement: Lead high-level conversations with executives across technology, data, and business lines; deliver compelling business value and ROI messaging.
- Team Orchestration: Collaborate cross-functionally with Snowflake teams-marketing, partner sales, value engineering, legal, product, and professional services-to deliver AT&T-specific solutions and ensure customer success.
- Relationship Growth: Cultivate lasting relationships with decision-makers and influencers to ensure ongoing satisfaction and to expand Snowflake's footprint across AT&T.
Requirements:- Experience: 10-15+ years of enterprise field sales experience in cloud, data, or related technology with proven success managing large, strategic global accounts.
- Account Leadership: Demonstrated ability to grow complex accounts from initial footholds to multi-tens of millions in revenue, with expertise in developing multi-year strategic account plans.
- Deal Experience: Track record of closing seven-figure, multi-year enterprise agreements and structuring large, transformational partnerships.
- Industry Knowledge: Familiarity with the media & entertainment ecosystem-including streaming, advertising, and content distribution-is strongly preferred.
- Executive Engagement: Skilled at building executive-level relationships and influencing C-level stakeholders by connecting Snowflake solutions to their business imperatives.
- Collaboration: Effective at leading cross-functional, global account teams and coordinating with partner ecosystems to maximize value for the customer.
- Skills: Strong consultative and value-based selling expertise, with excellent communication, negotiation, and presentation abilities.
- Tools: Experience with Salesforce or similar CRM tools, and ability to manage large pipelines and distributed teams.
- Travel: Willingness to travel as needed globally to support TMobile business footprint.
