Strategic Alliance Sales Leader - Google Cloud

Virtusa•Fremont, CA

About The Position

I. Role Purpose Virtusa is seeking a high-octane Strategic Alliance Sales Leader to lead our partnership with Google Cloud (GCP). This is a "player-coach" role for a true hustler who thrives at the intersection of ecosystem diplomacy and hard-nosed sales execution. You will not just manage a relationship; you will own a revenue number. Your mission is to embed Virtusa into the fabric of the Google Cloud field sales organization, turning "introductions" into "signed SOWs" and ensuring Virtusa is the partner of choice for complex, AI-driven digital transformations. II. Key Responsibilities • Dual-Revenue Ownership: Meet or exceed quarterly targets for both Partner Influenced Revenue (PiR) (Google’s Cloud metric) and Signed Services Revenue/ACV (Virtusa’s metric). • The "Field Hustle": Proactively mine the Google Cloud field organization for leads. You are expected to spend the majority of your time networking with Client Account Executives (AEs), Regional Directors, and Partner Sales Managers (PSMs). • End-to-End Co-Selling: Lead the sales lifecycle from initial lead capture through to SOW signature. Orchestrate internal Virtusa pre-sales and solution architecture teams to respond with speed and precision. • Incentive & Funding Optimization: Expertly navigate the Client’s funding programs (MDF, Partner Sales Incentives, etc.) to reduce friction for clients and increase Virtusa’s competitive positioning. • Pipeline Rigor: Maintain a clean, high-velocity pipeline within both Virtusa’s CRM and Client’s Partner Advantage portal. Lead weekly cadence calls to unblock stalled deals. • Brand Evangelism: Position Virtusa’s unique "Engineering First" DNA and industry-specific solutions (BFS, Healthcare, Telco) as the premier choice for Google Cloud's largest enterprise accounts. III. Technical Competency (The "GenAI" Edge) While this is a sales-heavy role, you must possess the technical "fluency" to lead high-level discovery sessions: • Gemini & Vertex AI (Nice to Have): Ability to articulate the value proposition of Google Cloud's GenAI stack. You should be comfortable discussing how Gemini can accelerate software engineering or transform customer experiences. • Data Foundation: Understand the critical role of BigQuery and Looker in enabling successful AI outcomes. • Solution Packaging: Ability to work with delivery teams to "productize" services—creating "GenAI Quick Starts" or "Migration Sprints" that are easy for Google Cloud's AEs to sell. IV. Candidate Profile • The "Rolodex": You must have existing, active relationships within the Google Cloud sales ecosystem. You know who to call to get a deal unstuck. • Agile Mindset: You are a self-starter who handles ambiguity with ease. You prefer "finding a way" over "following a manual." • Experience: 8–12+ years in Alliance Sales or Business Development within a Global Systems Integrator (GSI) or a high-growth consulting firm. • Proven Results: A documented track record of hitting $10M+ in services revenue through hyperscaler channels. • Communication: Elite storytelling skills; ability to command a room whether it’s a Google Cloud internal sales huddle or a client C-suite presentation.

Requirements

Existing, active relationships within the Google Cloud sales ecosystem.
Agile Mindset
8–12+ years in Alliance Sales or Business Development within a Global Systems Integrator (GSI) or a high-growth consulting firm.
A documented track record of hitting $10M+ in services revenue through hyperscaler channels.
Elite storytelling skills; ability to command a room whether it’s a Google Cloud internal sales huddle or a client C-suite presentation.

Nice To Haves

Gemini & Vertex AI: Ability to articulate the value proposition of Google Cloud's GenAI stack.
Understand the critical role of BigQuery and Looker in enabling successful AI outcomes.
Ability to work with delivery teams to "productize" services—creating "GenAI Quick Starts" or "Migration Sprints" that are easy for Google Cloud's AEs to sell.

Responsibilities

Meet or exceed quarterly targets for both Partner Influenced Revenue (PiR) (Google’s Cloud metric) and Signed Services Revenue/ACV (Virtusa’s metric).
Proactively mine the Google Cloud field organization for leads. You are expected to spend the majority of your time networking with Client Account Executives (AEs), Regional Directors, and Partner Sales Managers (PSMs).
Lead the sales lifecycle from initial lead capture through to SOW signature. Orchestrate internal Virtusa pre-sales and solution architecture teams to respond with speed and precision.
Expertly navigate the Client’s funding programs (MDF, Partner Sales Incentives, etc.) to reduce friction for clients and increase Virtusa’s competitive positioning.
Maintain a clean, high-velocity pipeline within both Virtusa’s CRM and Client’s Partner Advantage portal. Lead weekly cadence calls to unblock stalled deals.
Position Virtusa’s unique "Engineering First" DNA and industry-specific solutions (BFS, Healthcare, Telco) as the premier choice for Google Cloud's largest enterprise accounts.

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