Head of Partners and Alliances, Google Cloud

Google•Apply•Published 14 hours ago•First seen 14 hours ago

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.

In this role, you will manage the Partner and ISV ecosystem to drive business development across Australia and New Zealand (AuNZ). You will oversee Partner Managers (PDMs/PxMs) and extended specialist partner teams (GWS/Security) to execute go-to-market strategies and foster relationships with key partner executives. Additionally, you will act as the air traffic controller for APAC partner funding and strategic initiatives.

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. Ensure 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, and engage with Advisory firms Partners.
Develop and implement effective go-to-market (GTM) 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.

Minimum qualifications:

Bachelor's degree in Computer Science or related technical field, or equivalent practical experience.
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.
10 years of experience in enterprise sales or working with a C-level partner ecosystem.
5 years of experience in managing a sales team or a partner team.

Preferred qualifications:

Experience in designing and building go-to-market models at a Region/Sub-Regional level.
Ability to influence internal and external stakeholders.
Ability to execute and deliver consistently performance vs targets.
Ability to understand written and verbal technical details.
Ability to translate data and trends into strategies and messages, and elevate conversations from transformational initiatives/innovation to technology delivery through partners.
Excellent verbal and written communication skills.