Head Strategic Partner Development Managers, Sell and Service

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 Head of Partner Development Managers for Sell and Service partners, you will be responsible for supporting the sales organization by leading a team that owns Google’s engagement with a select group of partners. You will lead a team of Partner Development Managers responsible for establishing the foundations of the partnership by developing a joint business plan, driving practice development, and co-promoting partner capabilities to generate New Business, pipeline, secure wins, and drive bsuiness growth.

You will drive go-to-market strategies specific to the partners’ capabilities, identify the right market opportunities for them to address, and work with the executives to drive joint successes leveraging Google Cloud’s solutions. By managing and optimizing partner performance in accordance with business objectives, you will ensure partners are deepening their knowledge of the technology. You will be responsible for representing the partner in sales, marketing, and technical initiatives both externally and with internal executive management.

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.

Responsibilities

• Lead a team responsible for developing go-to-market strategies with a group of named partners and develop talent to increase Partners’ impact on the business.
• Deliver against business goals and business objectives by holding partners and partner development managers accountable to drive business growth (including prospecting, qualifying, forecasting, and book of business management).
• Understand key deals and deployment projects supported by regular review cadence across pipeline, business, and identification of cross and upsell potential.
• Drive demand generation activities with partners through events and campaigns with an industry-focused plan in coordination with partner marketing.
• Facilitate the transformation of our partner ecosystem to services, workload implementation, and new customer acquisition and provide thought leadership for best practices in partner development, field sales engagement, and partnership joint go-to-market execution.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
  
• 10 years of technology related sales, business development, channel sales, or partner management experience.
  
• Experience working with public cloud technologies in the enterprise segment.
  
• Experience with service provider ecosystems.
  
• People management experience.
  

Preferred qualifications:

• Experience building partnerships across cloud/SaaS reseller ecosystems, including MSPs, system integrators, service partners, telcos, and distribution models.
• Experience managing teams through sales processes, operations, and career development, including account mapping, quota setting, and performance management.
  
• Experience with consumption business models, cloud economics, and partner agreements constructs.
• Experience forecasting, exceeding quotas, and managing the rhythm of business with partners.
• Experience developing growth initiatives, running experiments, and developing data-based conclusions to improve performance.
• Experience mobilizing the partner ecosystem to build Google AI capabilities, and experience translating Google Cloud's AI strategy into execution plans.

Note: By applying to this position you will have an opportunity to share your preferred working location from the following: New York, NY, USA; Atlanta, GA, USA; Austin, TX, USA; Cambridge, ON, Canada; Chicago, IL, USA; Addison, TX, USA; Kirkland, WA, USA; San Francisco, CA, USA; Sunnyvale, CA, USA.

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.