As a regional manager based on the East Coast of the United States, responsible for the US East Cost and Canada regions, you will lead a team of Partner Managers within Google for Work. You hold a holistic view and value of the channel business that covers cloud-service providers, resellers, VARs, Systems Integrators (SI) to the Global SIs. You will primarily focus on growing the Apps for Work and Google Cloud Platform businesses within the assigned Partner territory (consisting of all Systems Integrators in JAPAC).
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You will sit in the newly formed GTM Partner Team, reporting to the Americas Leader of Systems Integrators. Your responsibilities include creating and managing senior executive relationships with existing and new Partners; supporting local business leaders and aligning to core business growth metrics; serving as an external speaker to customers, prospects, analysts, and the press on matters including Google for Work’s vision, channel strategy and partnership success. You will work closely with many leading Partners, advising them on next generation Partner practices and earn their trust through demonstrations of empathy for partner business issues and concerns, displaying competence in various business management and sales disciplines with a willingness to lead Partners towards a sustainable business. You drive towards business growth and customer value that result in business growth to both Partners and Google by being Partner-centric in all of their activities, serving as an advocate for them within Google, and accurately representing Google within Partners’ organization.
Using your sales field/alliances experience and expertise you will use your influencing, negotiating, sales management and sales execution skills to bring a high degree of internal rigor and discipline to your team, including the execution of jointly accountable business plans with your region’s Partners.
We've helped millions of employees and organizations around the world to "go Google." As masters of cloud computing, the Google for Work team helps small and large businesses, educational institutions and government agencies discover the wonders of "the cloud" and work smarter. Our technical and sales teams design and implement solutions for these organizations with custom features, security and support -- all with Google's philosophy of innovation and ease of use in mind.
Responsibilities
Manage and lead a team of Partner Managers, owning a New Business Number across all Systems Integrators in the US East/Canada Region. Develop and maintain business plans with focus Partners, establishing clear, mutual commitments around marketing, readiness/skills development, services offerings, and sales.
Review this plan in clear periodic Business Reviews with the partner to monitor progress and establish corrective actions as needed. Drive execution across activities involved in the completion of commitments and goals established in the Business Plan, including coordination of the Google investments, lead generation-related activities, training and readiness, and certification of technical and sales resources, while maintaining a clear view of the return on mutual investments.
Help partners grow their Google practice and product portfolio through joint development of solutions and services; develop and provide custom presentations on Google’s Cloud Platform technologies to partners, to help them scale our joint business. Work with partners to maintain a healthy pipeline as indicated by velocity and coverage ratio versus the established business goals and organize regular pipeline reviews to ensure pipeline information is thorough and accurate according to Google’s solution selling stages.
Define customer-centric and industry-specific use cases for Google to target via service partners; build ecosystem of service partners for Google’s cloud infrastructure offerings. Establish partner performance criteria and drive partners to support Google business through staff training and certification on Google cloud products; development of Google reference architectures and solutions; and commitment of partner resources to Google product sales and implementation for end customers.
Broker internal resources, tools, references and/or investments needed to execute on the business plans in order to help partners meet the set goals.
Qualifications
Minimum qualifications:
BA/BS degree or equivalent practical experience.
5 years of field sales and alliances experience in the technology industry.
Experience in foundational cloud technologies (network, compute, database, middleware, visualization, etc.).
Preferred qualifications:
Experience in managing Partner business working through strategy and execution at the C-Suite level.
Experience selling enterprise software, as well as cloud computing platforms and services.
General understanding of cloud-based technologies and service provider ecosystem and business models.
Demonstrated strong leadership, executive presence, interpersonal skills, as well as a profound willingness to collaborate with multi-locational, cross-functional teams internally and externally.
Excellent communication and presentation skills in English, both written and verbal.
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