Strategic Partner Development Manager, Sell and Service Partners

Google•Austin, TX

1d•$147,000 - $218,000

About The Position

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 a Partner Development Manager (PDM) for Sell and Service partners, you will own Google’s engagement with a select group of partners or single strategic partner. You will be responsible for establishing the foundations of the partnership by developing a joint business plan, driving practice development, and co-promoting partner capabilities to generate pipeline, secure strategic wins, and drive revenue. You will develop go-to-market strategies specific to your 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. You will manage and optimize partner performance in accordance with business objectives and 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.

Requirements

Bachelor's degree or equivalent practical experience.
10 years of experience in technology related sales, business development, channel sales, or partner management.
Experience working with public cloud technologies.
Experience working with service providers or solution integrator ecosystems.

Nice To Haves

Experience forecasting, exceeding quotas, and driving rhythm of business with partners.
Experience presenting to c-level audiences, including experience presenting at customer, partner, or industry events.
Experience with consumption business models, cloud economics, and partner agreement constructs.
Experience building business partnerships with solutions providers, managed service providers, or other SaaS/cloud resellers.
Experience orchestrating mutually beneficial business models, with the knowledge of engaged landscapes and financial structures.
Knowledge of cloud partner ecosystems.

Responsibilities

Develop a go-to-market strategy and joint business plan with a select group of named partners.
Implement a sales and technical development strategy, coaching partners how to source and progress pipeline and ensuring early partner engagement in Google sourced business.
Deliver against revenue goals and key business objectives by holding partners accountable across the business cycle to drive consistent business growth, including prospecting, qualifying, forecasting, and book of business management.
Educate your partners on Google’s incentive models and strategy across different market segments to maximize likelihood of winning new business and growing customer consumption.
Manage your partners' business performance, understanding key partner agreement and deployment projects via regular reviews across pipeline, revenue and identification of cross and upsell potential.