Senior Manager, Customer Enablement & Activation

Job description

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. THE MISSION The Global Revenue Enablement (GRE) organisation exists to equip every audience in our ecosystem — field sellers, technical specialists, and partners — with the clarity, content, and skills they need to execute with speed and consistency. But enablement doesn't stop at the field. The fastest path to consumption is a customer who knows exactly how to use what they've bought. That's where Customer Activation comes in. We're building a function that embeds education directly into the account motion — not as a post-sale afterthought, but as a deliberate strategy to accelerate time-to-value, reduce friction in expansion conversations, and protect consumption in accounts that matter most. As the Customer Activation Partner Lead for APJ, you will own this motion across one of Snowflake's most strategically important and fastest-growing regions. You'll work at the intersection of sales, customer success, and learning — translating account intelligence into education plans, and education outcomes into pipeline signals. You'll bring deep relationships with field teams and the commercial instincts to position training not as a line item, but as a growth lever. This is a player, coach role for someone who wants to build. If you've spent your career watching education get under utilised in the enterprise sales cycle — and you have strong opinions about how to fix that, this is the role to do it at scale. KEY RESPONSIBILITIES - Strategic Account Education: Own the education relationship for a defined set of top/strategic accounts. Develop account-level learning plans in partnership with account teams; ensure customers derive measurable value from training - Pre-Sales Advisory: Partner with GtM team and relevant stakeholders on deals where education is a differentiator or objection; provide scoping and solutioning support - Voice of Customer & Curriculum Signal: Synthesise patterns from customer interactions (common customisation requests, instruction breakdowns, repeat support themes) and feed actionable intelligence to curriculum owners on a regular cadence - Expansion Signal: Flag education-adjacent signals indicating upsell or expansion opportunity (e.g., high support volume in a product area, requests for out-of-scope feature training) - Sales Motion Integration: Champion education as part of the core account strategy; positioning it as Snowflake's "consumption insurance policy" rather than a transactional add-on - Cross-functional Liaison: Bridge the gap between regional delivery teams and the sales/CS/SE org; ensure account teams understand available education resources and when to engage WHAT WE’RE LOOKING FOR Commercial operator: You understand how enterprise deals move, where education tends to get deprioritised, and how to reframe that conversation with an account team or a customer champion. You don't need to be handed a playbook — you know how to read a room and find the angle. Education-first mindset: You care whether customers actually succeed with the product, not just whether they renew. You have intuition for where learning breaks down, what good curriculum design looks like, and how to give feedback that curriculum teams can actually act on. Deep APJ knowledge: You know APJ. The region is not a monolith — enterprise relationships in Tokyo operate differently than in Sydney, Mumbai, or Singapore — and you bring the cultural fluency and existing network to navigate that without a long ramp. Experience influencing without authority: You operate with low ego. This role succeeds through influence, not authority. You'll work across a highly matrixed global organisation— and your ability to get things done will depend almost entirely on how much people want to work with you. QUALIFICATIONS Required - 10+ years of experience in customer success, sales engineering, revenue enablement, or a related customer-facing function within enterprise software or cloud technology - 3+ years in a people leadership or senior individual contributor role with demonstrated influence across cross-functional teams - Proven track record of engaging with strategic/enterprise accounts at the executive and champion level - Experience building or executing account-level education, adoption, or enablement programs tied to measurable business outcomes - Strong commercial acumen — able to connect learning investment to consumption, retention, or expansion metrics - Fluency in APJ business culture and enterprise sales dynamics; based in or willing to relocate to Singapore or Sydney - Excellent executive communication and executive presence — comfortable presenting to C-suite and VP-level stakeholders internally and externally Preferred - Experience at a data platform, cloud infrastructure, or analytics company (familiarity with Snowflake's product ecosystem is a strong plus) - Background spanning both pre-sales and post-sales motions — able to navigate deal cycles and long-term account health simultaneously - Familiarity with consumption-based or usage-driven revenue models and the customer behaviours that drive them - Experience partnering with or inside a global enablement or learning & development organisation - Existing relationships within the APJ enterprise data or cloud ecosystem (customers, SIs, or partner network) - Proficiency in analysing education and account health data to build a business case or prioritisation framework WHY THIS ROLE? The Customer Activation Partner (CAP) function sits at the intersection of sales strategy, customer success, and learning design. In this role, you won't just deliver training programs — you'll architect education as a growth motion: converting knowledge gaps into consumption, and consumption into expansion. This is a high-visibility role within a globally scaled Revenue Enablement org, with direct line-of-sight to pipeline, retention, and account health metrics that matter to the business. You'll have real ownership over a book of strategic accounts in one of Snowflake's highest-growth regions, and you'll work shoulder-to-shoulder with field sales, SE's, and CS leadership to make education a first-class part of the account strategy. 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.com http://careers.snowflake.com