Head of Strategic Partner Development Managers
Job Summary
Job Description
- 10+ years technology sales/BD/channel sales/partner management
- Public cloud experience (enterprise segment)
- Service provider ecosystem experience
- People management experience
- Quota exceeding & driving business rhythm
- Managing teams through sales processes
- Experience with consumption business models
- Knowledge of competitive landscapes
- Building partnerships with solutions providers
- Developing growth initiatives & data-based conclusions
5 skills required
Job Details
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of technology related sales, business development, channel sales, or partner management experience.
- Experience working with public cloud technologies in the enterprise segment.
- Experience with service provider ecosystems.
- People management experience.
Preferred qualifications:
- Experience forecasting, exceeding quotas, and driving rhythm of business with partners.
- Experience managing teams through sales processes, operations, and career development, including account mapping, quota setting, and performance management.
- Experience developing growth initiatives, running experiments, and developing data-based conclusions to optimize performance.
- Experience building business partnerships with solutions providers, managed service providers, or other SaaS/cloud resellers and with cloud partner ecosystems, system integrators, service partners, telcos, and distribution models.
- Experience with consumption business models, cloud economics, and partner agreement constructs.
- Knowledge of competitive landscapes and financial structures, and experience orchestrating mutually beneficial business models.
About the job
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 Head of Partner Development Managers (PDMs) for Sell & Service partners, you will be responsible for supporting the sales organization by leading a team that owns Google’s engagement with a select group of partners. You will lead a team of PDMs responsible for establishing the foundations of the partnership by developing a joint business plan, driving practice development, and co-promoting partner capabilities to generate New Business, strong pipeline, secure strategic wins, and drive business growth. You will drive go-to-market strategies specific to the 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, ensure partners are deepening their knowledge of the technology and will be responsible for representing the partner in sales, marketing, and technical initiatives both externally and with internal senior 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.
Responsibilities
- Lead a team responsible for developing go-to-market strategies with a group of named partners. Develop talent to increase Partners’ impact on the business.
- Deliver against business targets and business objectives by holding Partners and PDMs accountable to drive business growth (including prospecting, qualifying, forecasting, and book of business management).
- Understand key agreements and deployment projects supported by regular review cadence across pipeline, business, and identification of cross and upsell potential.
- Drive demand generation activities with partners through events and campaigns with an industry-focused plan in coordination with Partner Marketing.
- Facilitate the transformation of our partner ecosystem to services, workload implementation, and new customer acquisition and provide thought leadership for best practices in partner development, field sales engagement, and partnership joint go-to-market execution.
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