PARTNER DEVELOPMENT MANAGER, GOOGLE CLOUD

Minimum qualifications:Bachelor's degree or equivalent practical experience.10 years of experience with technology related sales, business development, or channel sales.Experience with cloud technologies or service provider ecosystems and associated business models.Preferred qualifications:7 years of experience building strategic business partnerships with solutions providers, managed service providers, or other SaaS/cloud resellers.Experience with the cloud partner ecosystem, system integrators, service partners, telcos, and distribution models.Experience forecasting channel sales, exceeding quotas, and driving the rhythm of business with partners.Experience presenting at customer, partner, or industry events.Understanding of the cloud economics, partner agreement constructs, and associated economics.Knowledge of competitive landscape, 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 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 growth. 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 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.The US base salary range for this full-time position is $138,000-$207,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google. Responsibilities Develop a go-to-market strategy and joint business plan with a select group of named partners.Deliver against business 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).Implement a business and technical development strategy, coaching partners how to source and progress pipeline and ensuring early partner engagement in Google sourced business.Understand key partner agreements and deployment projects supported by a regular review cadence across pipeline, business, and identification of cross and promote potential.Educate the partners on Google’s incentive models and strategy across different market segments to maximize likelihood of winning new business and growing customer consumption.This role may also be located in our Playa Vista, CA campus.