Head of Partners and Alliances, Google Cloud
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Minimum qualifications:
- Bachelor's degree in Computer Science or related technical field, or equivalent practical experience.
- 10 years of experience in enterprise sales or working with a partner ecosystem at CxO level.
- 10 years of experience with public cloud solutions across Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS), and Infrastructure-as-a-Service (IaaS) markets.
- 5 years of experience in managing a Sales team or Partner team in Greater China.
Preferred qualifications:
- Experience designing and building go-to-market models at a Region/Sub-Regional level.
- Ability to translate data and trends into strategies and messages. Elevate conversations from transformational initiatives / innovation to technology delivery through partners.
- Ability to influence internal and external stakeholders.
- Ability to execute and deliver consistently performance vs targets.
- Ability to understand written and verbal technical details.
- Excellent verbal and written communication skills.
About the job
Google Cloud teams work with schools, companies, and government agencies to make them more productive, mobile, and collaborative. On this team, you will drive Google Cloud business relationships by analyzing partner business performance, identifying methods of increasing partner and Google returns, pitching ideas to and identifying opportunities within partners, and coordinating across Google teams to deliver. You will educate our partners on the power of Google Cloud and enable them to be successful in driving innovation to our customers.
As the Google Cloud Head of Partners, you will play a critical role in driving the Partner and ISV ecosystem contribution to Google Cloud overall business of our Google Cloud. You will lead a team of Partner Development Managers (PDMs) and an extended team of Specialist Partner leads, Partner Engineers, Partner Marketing, Sales team to execute business development strategies and grow the business contribution via our Partner ecosystem, ISVs and the Partner-led GTM for the Corporate segment.
You will also be responsible for achieving results in sub-region for Partner Pipeline (partner sourced focus), Partner Pipeline “post-implementation” and Workload attach, Partner Bookings (resold and service delivered), Business (resold and service delivered), covering Partners, Corp segment and ISVs, Partner Count of wins.
You will be responsible for building and managing relationships with key partner Executives, as well as developing and implementing GTM, and driving partner adoption of Google Cloud solutions and GTM Programs. Mandating that your teams are completing pragmatic and dynamic Joint Business Plans (JPBs). You will also be responsible for developing new partners to incubate and onboard to our GCP, prioritising GCP Capabilities, Specialisations and Delivery Capacity.
Google Cloud provides organizations with leading infrastructure, platform capabilities and industry solutions. We deliver enterprise-grade cloud solutions that leverage Google’s cutting-edge technology to help companies operate more efficiently and adapt to changing needs, giving customers a foundation for the future. Customers in more than 150 countries turn to Google Cloud as their trusted partner to solve their most critical business problems.
Responsibilities
- Develop and execute a comprehensive plan for partner growth and engagement within your assigned sub-region. Including ensuring “Dynamic” Joint Business Plans (JBPs) and Joint Technical Plans (JTPs) exist for all PDM/iPDM managed partners.
- Build and manage relationships with partners, including System Integrators (SIs), Independent Software Vendors (ISVs), Managed Service Providers (MSPs) and Solution Resellers, Telcos and Distributors. As required engage with Advisory firms Partners.
- Develop and implement effective go-to-market strategies for Google Cloud solutions, in collaboration with partners covering Customer Segments of; Enterprise, Public Sector, Corporate and Small and Medium Businesses (SMB).
- Drive partner adoption of Google Cloud and
Google Web Server (GWS) solutions through training, enablement, and support programs. Focused around certified and specialised capabilities for Marketing, Partner Sales/Pre-Sales and Partner Delivery. - Develop new partner opportunities, including potential acquisitions and partnerships.
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