Strategic Alliance Manager, Security, Google Cloud
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Remote location: United Kingdom.
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of experience in selling to partners, carrying a sales quota and selling with partners, selling to process, quoting, contracting, executing.
- Experience in the cybersecurity field with a security software, services (MSSP), or hardware provider in a channel role.
- Experience in enterprise software or cybersecurity space, driving pipeline generation initiatives with partners in order to meet or exceed business goals.
Preferred qualifications:
- Experience with Partners, Value Added Resellers, Cloud Partners, Managed Security Service Providers, Managed Detection Response, or Global System Integrators.
- Experience building continuous relationships, selling to C-level executives across security and IT business units; ensuring customer success and adoption, leading to customer expansion.
- Knowledge of product and solution market trends in cybersecurity, Infrastructure as a Service (IaaS), and Platform as a Service (PaaS).
- Ability to prioritize, plan, and organize business activity with attention to detail.
- Excellent problem-solving, communication, and presentation 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.
You will help the growth of our cyber security business by building and expanding long-term, strategic relationships with our partners. We value our partners and consider them an extension of our business unit. As their trusted business partner, you will lead with empathy, while identifying innovative ways to multiply impact.
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
- Support partners in their business process, from lead generation to finalizing agreements. This will include driving direct customer engagement to outline the value proposition, specific benefits, and use cases that speak to their challenges and support pipeline development.
- Develop and execute go-to-market plans with goals and metrics, including enablement and training, marketing programs, and sales alignment with Security sales.
- Maintain and report an accurate business forecast. Lead quarterly business reviews.
- Ensure partners have all technical and sales tools needed.
- Recruit and develop relationships with National Partners, Value Added Resellers (VARs), Global System Integrators, and local Managed Security Service Providers.
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