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Principal – Commercial Strategy

at Snowflake

San Mateo, United States

Build the future of data. Join the Snowflake team.

This newly created Finance role sits at the intersection of Snowflake’s product/platform roadmap, our customers data strategy and innovations, and Snowflake’s key performance metrics.  As the most senior financial professional in the field, your priority, in collaboration with the Snowflake Sales/Systems Engineer/Pro Services/Product/Partner teams, is to develop comprehensive commercial solutions to support the long-term success of our customers' data strategy, aligned to Snowflake’s priorities. 

You will play a crucial role in helping to design, develop and deliver a customer centric commercial model that promotes the on-going adoption and expansion of the continuously advancing capabilities of the Snowflake data platform.  

You’ll get C-level exposure both internally, and externally with our most strategic relationships focusing real-time on what matters most to the success of Snowflake and its constituents.  

This role requires in-person attendance at least 3 days per week in our Dublin, CA or New York, NY office. 


  • As a key member of the newly formed Global and Strategic Accounts team, participate in internal and external customer strategy sessions focused on the medium- and long-term opportunity with Snowflake’s strategic relationships. 
  • Develop and own the underlying economic framework that underpins the customers 5-year “Data Usage Map”; 
  • Triangulate the customers potential future platform usage, Snowflake’s current and future roadmap features and capabilities, and the customers overall data strategy.
  • In conjunction with our Sales/Systems Engineer/Pro Services/Product/Partner teams own and manage the all-in customer pricing/economics, including any potential Snowflake investment strategy, in accordance with Snowflake’s KPI’s;
  • In collaboration with the sales team, co-present a formal term sheet, capturing the economic value add and value proposition through the customer’s lens.
  • Collaborate with Snowflake’s internal pricing team to ensure we capture the optimal financial outcome, balanced with the customers unit-economic expectations.
  • Interface directly with our customers in support of the proposal mechanics and negotiation of the commercial terms;
  • Provide insights to the sales team and customers as to how the commercial elements of our proposal operate, including the all-in economics from their perspective.
  • Act as an adviser to our sales team and customers, particularly around optimizing the economics of a consumption revenue model.   


  • 10+ years of relevant financial and strategy experience, preferably in a technology or fast-paced entrepreneurial environment.  MBA required.
  • Demonstrated success in business or corporate development, senior financial management, negotiating and closing complex transactions,  
  • Skills in helping grow a business are a huge plus, such as arranging joint ventures, capital raising, M&A, new product launches, and investment alongside customers/partners.  

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.


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