AI Infrastructure Global Channel Sales Lead

The AI Infrastructure Global Channel Partnerships Lead is a trusted advisor and strategic orchestrator for Google Cloud's most critical partnerships. In this key global role, you will define and execute the end-to-end business development and solution strategy, helping partners identify new opportunities, build technical capabilities, and deliver joint customer success. Your core mission is to drive accelerated, high-impact business growth for Google Cloud by scaling Tensor Processing Unit (TPU) and Graphics Processing Unit (GPU) partnerships across global segments and industry verticals.

Operating at the C-suite and executive levels both internally and externally, you will serve as the connective tissue across highly matrixed environments. Success in this role requires seamless, proactive collaboration with AI Infrastructure specialists, Product, Engineering, Legal, Finance, and Channel Programs teams. You will lead cross-functional coalitions to design, launch, and manage joint go-to-market (GTM) campaigns that maximize partner-sourced infrastructure revenue.

This highly visible role requires a unique blend of executive sales strategy, commercial acumen, and deep technical curiosity. You will leverage your extensive experience in consulting, enterprise sales, or partner management to guide major organizations through complex AI transformation journeys. By showcasing Google’s AI infrastructure technology, you will empower global partners to build, deploy, and scale advanced workloads on Google Cloud.

Individual pay is determined by factors including job-related skills, experience, and relevant education or training.

US: $224000 - $311000 (USD) + 25% bonus target + equity + benefits

Learn more about benefits at Google.

Responsibilities

• Build and maintain a tiered partner ecosystem map (NeoClouds, OEMs, VARs) and prioritize investment based on AI infrastructure business potential and strategic fit.
• Identify white-space opportunities where new partner types can accelerate adoption of infrastructure offerings.
• Act as the connective tissue between partner teams and sales specialists to ensure partner-sourced opportunities are properly routed, tracked, and supported.
• Partner with internal cross-functional teams to engineer the end-to-end partner lifecycle — recruitment, onboarding, enablement, activation, and performance management — for the AI infrastructure segment.
• Deliver scalable enablement programs to ensure partner delivery teams are pre-trained, certified, and fully capable of deploying workloads onto Google Cloud TPU and GPU clusters the moment an agreement is signed.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
  
• 15 years of experience in strategy consulting, enterprise sales, or business development, including 5 years of experience working with Global Systems Integrators.
• Experience with public cloud solutions and services in the enterprise segment.
• Experience in designing and building Go-To-Market models with GSIs.
• Experience in managing multiple stakeholders.

Preferred qualifications:

• MBA or Master's degree in a technical field.
• Knowledge of the cloud services landscape, with the ability to provide industry insights.
• Ability to translate data and trends into strategies and compelling messages.
• Excellent communication skills, with the ability to conduct partner CXO engagements.
• Excellent leadership and persuasion skills, with the ability to mentor others.

Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Sunnyvale, CA, USA; Atlanta, GA, USA; Austin, TX, USA; Chicago, IL, USA.