Principal Services Solutions Manager - Federal

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.

PRINCIPAL PRACTICE MANAGER

LEAD. STRATEGIZE. TRANSFORM. JOIN US AS A PROFESSIONAL SERVICES PRACTICE MANAGER!

Are you ready to own your impact at the forefront of the AI and data revolution? As a Principal Practice Manager, you’ll be a key driver in transforming the US Federal government through cutting-edge AI-cloud data solutions. You’ll collaborate with top-tier clients, strategize with elite sales teams, and win and lead groundbreaking professional service engagements—all while working with the best minds in the industry!

This role is completely remote but preference will be given to those in the DC-metro area.

WHY THIS ROLE?

• Be a Market Leader: Own and execute the strategic vision for Professional Services across all of the US Federal Government for Defense and Civilian.
• Drive Meaningful Change: Work with clients to unlock the power of AI and data and fuel digital transformations.
• Collaborate with the Best: Work cross-functionally with top industry experts to win transformative services opportunities and shape the future of cloud data solutions.
• Grow your Business: Work proactively across accounts to create and mature new opportunities, close deals and grow your business.
• Crush Your Goals: Meet and exceed bookings, revenue, and consumption targets while delivering exceptional customer experiences.

WHAT YOU’LL DO:

• Spearhead services sales execution and serve as a strategic advisor for key accounts.

Engage C-level executives to create and execute services roadmaps that drive real business outcomes.

• Own the entire professional services lifecycle—from deal strategy and proposal creation to execution and forecasting.
• Be the go-to expert for cloud-based data management, business intelligence, and AI-powered solutions.
• Lead high-performing teams while ensuring top-tier customer satisfaction.

AS A SERVICES PRACTICE MANAGER, YOU WILL:

• Be aligned to markets or industries as part of the practice, with services sales alignment to Sales District Manager(s) and Account Executives
• Be responsible for both driving service sales enablement/execution and ensuring the successful delivery of services for your assigned accounts. Focus on achieving quarterly bookings and revenue targets and creating a pipeline of future opportunities.
• Be the Professional Services lead across all of the US Federal accounts, through the following:
  • Help create and execute on the overall vision for services - both sales and delivery
  • Own the services delivery roadmap (proposals, closing services opportunities and delivery)
  • Collaborate with cross functional teams to find opportunities, scope, propose and sell services (Professional Services and Training) to both new and existing clients
  • Develop scope and associated SOWs for customer services engagements
  • Drive deal reviews internally to ensure alignment - ensure the scope of the project is well defined for customer success
  • Understand and help optimize business operations processes for services sales
  • Build strong cross-functional relationships within Snowflake GTM teams (legal, deal desk, account teams, sales, PS&T leadership - including workload services - and partner team)
  • Provide bookings forecast and demonstrate strong command of your book of business
  • Align services engagements to key customers business outcomes
  • Drive alignment with executive sponsors and/or customer stakeholders
  • Collaborate with other delivery partners (SIs, GSIs, other PS orgs, etc) in support of project delivery
  • Serve as the initial point of escalation for customer and project team
  • Own project outcomes and manage project financials (revenue forecasting and expense management)
  • Maintain a high level of customer satisfaction as reflected in customer survey scores
  • Collaborate with Education Services team for training delivery
  • Serve as strategic advisor to customer and provide specific services delivery activities for the role/engagement (Business Value roadmap, Business value assessment, strategic roadmap, Data Cloud Assessment, etc)
  • Deep collaboration with AE/SEs on the account for account strategy
• Develop expertise within their aligned market through working closely with other Practice Directors, Sales teams, and Global Industry Leaders to understand transformational specific use cases and through external research on the current business and technology landscape for your customer base.

OUR IDEAL SERVICES PRACTICE MANAGER WILL HAVE:

• 10+ years of experience in a Sales and Services Delivery role (or similar capacity) interfacing with executives across US Public Sector and US Federal government market
• Direct experience, ideally within US Federal Government, in a AI, Cloud, Data or Business Intelligence field
• Strong understanding of business solutions of our target clients, leveraging data as an enabler. Examples include AI-ready data, Customer Data Platforms, cross-industry Data sharing, AI, personalization, etc.
• Proven track record of meeting booking and revenue targets.
• Proven ability to communicate and translate effectively across both internal teams and customer organizational structures, developing technology programs, defining milestones, success criteria, resource allocation, and on-time delivery.
• Strong organizational skills, ability to work independently and oversee multiple projects simultaneously
• Differentiator: Active TS or Secret Clearance with DoD experience.
• Differentiator: Big 5 or boutique strategy consulting experience, ideally with experience achieving or exceeding sales targets.
• Differentiator: Experience in a client support and advisory technical role (solution architect, technical account manager or equivalent)
• Differentiator: Experience in designing, leading, influencing and selling functional solution sets (e.g. Fraud Waste and Abuse, Health AI, Supply Chain optimization, Re-engineering) or cross-functional Digital Transformations.

WHY JOIN OUR PROFESSIONAL SERVICES TEAM:

• Unique opportunity to work on a truly disruptive software product
• Get unique, hands-on experience with bleeding edge AI-data cloud technology
• Develop, lead and execute an market-changing initiative
• Learn from the best! Join a dedicated, experienced team of professionals

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.