Director, Flow Enterprise Partnerships

The Flow Enterprise Partnerships team will play a critical role to help launch and scale an enterprise-grade version of Flow, Google’s AI-powered, content creation suite. The team will help design the product business model, identify and establish a customer pipeline, and develop the channel partnerships to help bring it to market. The team will collaborate with a variety of cross-functional and product teams to utilize and navigate Google’s existing enterprise offerings. The team’s mission will be to maximize Flow Enterprise Annual Recurring Revenue (ARR).

As the Director of Flow Enterprise Partnerships you will be responsible for hiring the team members and developing and launching the go-to-market strategy for Flow for Business. In addition to setting strategy, you will be responsible for designing the product-business model, how it relates to other Google enterprise offerings, and developing a robust sales funnel. This will require designing and staffing a new, dedicated team focused on revenue objectives. You will collaborate closely with Labs, Cloud, Sales, Marketing, Legal, Finance, and others to execute complex agreements and/or accelerate the adoption of new technologies by 3P developers. You will track and analyze key metrics, proactively resolve escalated business and technical issues with our customers, and craft creative partnership opportunities to drive new deal structures.

The Global Partnerships organization is responsible for exploring new opportunities with Google's partners. Google’s Global Partnerships team works with a wide range of partners to bring the best of Google to power their business. The Global Partnerships team supports Google’s own Product teams with essential partnerships to help Google’s user experiences in advertising, Search, Assistant, Maps, Travel, Shopping, Payments and more. Teams create product-enabling partnerships, go-to-market strategies and incubate business growth for a variety of products.

The US base salary range for this full-time position is $272,000-$378,000 + 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

• Hire, develop, lead, and manage a new team of direct reports to support a new product within the Knowledge & Information and Google DeepMind Portfolio.
  
• Cultivate strong relationships with Labs product and engineering stakeholders to codesign the new product business model.
  
• Manage key cross-functional and cross-product area relationships with Cloud, Workspace, and Ads Sales, identifying opportunities to improve go-to-market speed or efficiency through 1st party relationships.
  
• Establish a robust sales pipeline, and/or negotiate reseller agreements to achieve revenue targets.
  
• Analyze sales success metrics and refine/alter go-to-market strategy based on the product’s revenue forecast and learnings.
  

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
  
• 15 years of experience in partnership development or channel sales.
• Experience leading distributed teams.
• Experience leading and executing business initiatives directly with C-level executives.
• Ability to travel 20% of the time.

Preferred qualifications:

• MBA, JD or equivalent degree.
  
• 10 years of related program, sales, or partner management experience within the marketing and advertising space.
  
• Experience working in media content creation.
  
• Experience leading global teams and working with partners from different regions and cultures.
  
• Ability to lead and influence in a complex matrixed organization and balance competing priorities.
  
• Strong contract fluency, with the ability to interpret legal documents, negotiate agreements and work with attorneys to complete term sheets and definitive agreements.

Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Mountain View, CA, USA; New York, NY, USA; Los Angeles, CA, USA.

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.