Partner Development Manager Lead, AI Natives

The Google Cloud Platform team helps customers transform and build what's next for their business — all with technology built in the cloud. Our products are developed for security, reliability and scalability, running the full stack from infrastructure to applications to devices and hardware. Our teams are dedicated to helping our customers — developers, small and large businesses, educational institutions and government agencies — see the benefits of our technology come to life. As part of an entrepreneurial team in this rapidly growing business, you will play a key role in understanding the needs of our customers and help shape the future of businesses of all sizes use technology to connect with customers, employees and partners.

As the Partner Development Manager, you will own the partnership engagement with our AI Native partners for the North America region. You will be a leader who has extensive experience in building and scaling partnerships. You will be driven by natural curiosity, customer and partner empathy and a passion for finding mutually beneficial solutions in challenging situations. Finally, You will be able to ideate and lead bold initiatives that embrace Google’s thinking while approaching each encounter with humility and respect.

Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.

The US base salary range for this full-time position is $195,000-$271,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.

Responsibilities

• Drive a partner-aligned co-sell motion, including go to market alignment and customer aiming, joint opportunity origination and qualification and regional communications, awareness and enablement.
• Create awareness of joint solutions offerings and capabilities with all relevant regional Google Cloud stakeholders. Exceed quarterly and annual goals via ongoing co-sell execution and accelerated business growth via partner deliveries of strategic AI and Data workloads at enterprise clients.
• Own and grow top executive relationships between Google Cloud and the partner via multi-level executive stakeholder governance and interaction.
• Engage in holistic partner planning including overall NorthAm strategy, go to market alignment, financial success, tailored activation programs and joint client engagements.
• Develop and share best practices and programs from these AI Native companies to accelerate the wider partner channel organization on successful and innovative partnership strategies and impactful sales motions.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in business development/sales with technology services partners.
• Experience managing enterprise sales cycles and partnership scenarios with multiple parties with differing goals, working cross-functionally with executive customers, partners, and internal stakeholders.
• Experience leading, building or mentoring teams.
• Experience executing go-to-market campaigns with Partners including program initiation, business case creation, market activation and operational/executive governance.
• Experience working with public cloud technologies in the enterprise segment.

Preferred qualifications:

• 12 years of business development experience building notable partnerships to achieve mutually agreed revenue, product and customer goals.
• Experience working directly with or for Service Integrator consulting firms on enterprise customer technology and cloud transformations, on a large scale.
• Extensive experience working with C-level executives, both internally and externally, with partners or customers.
• Ability to discuss Google Cloud value and demonstrate technology capabilities to executive audiences.
• Exceptional ability to work constructively with teams across multiple broad organizations, influencing and leading the overall strategy and outcome.
• Outstanding verbal and written communication skills.

This role may also be located in our Playa Vista, CA campus.

Applicants in the County of Los Angeles: Qualified applications with arrest or conviction records will be considered for employment in accordance with the Los Angeles County Fair Chance Ordinance for Employers and the California Fair Chance Act.

Applicants in San Francisco: Qualified applications with arrest or conviction records will be considered for employment in accordance with the San Francisco Fair Chance Ordinance for Employers and the California Fair Chance Act.

In accordance with Washington state law, we are highlighting our comprehensive benefits package, which is available to all eligible US based employees. Benefits for this role include:

• Health, dental, vision, life, disability insurance
• Retirement Benefits: 401(k) with company match
• Paid Time Off: 20 days of vacation per year, accruing at a rate of 6.15 hours per pay period for the first five years of employment
• Sick Time: 40 hours/year (increased to 69 hours/year for Seattle) including 5 discretionary sick days per instance
• Maternity Leave (Short-Term Disability + Baby Bonding): 28-30 weeks
• Baby Bonding Leave: 18 weeks
• Holidays: 13 paid days per year