Strategic Partner Development Manager, Applications ISV Pursuit
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Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 15 years of experience in Partner Management, Business Development, Sales, or Channel Development in the technology industry.
- Experience in public cloud solutions across Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS), or Infrastructure as a Service (IaaS).
- Experience working with cloud-based technologies and business applications ISVs.
Preferred qualifications:
- Experience identifying, recruiting, and onboarding new technology partnership relationships with cross-functional teams internally and externally.
- Experience interfacing with, and being a trusted partner for, C-level executives in prospective partner companies.
- Experience launching partner products and solutions, including complex channel go-to-market motions such as multi-partner solutions, procurement through cloud marketplaces, and consumption-based solutions.
- Experience planning and managing at strategic and operational levels.
- Experience working in a partnership role at a leading SaaS company.
About the job
Google's line of products and services to our clients never stops growing. The Partnerships Development team is responsible for seeking and exploring new opportunities with Google's partners. Equipped with your business acumen and extensive product knowledge, you are right on the front line of interacting with our partners, and helping them find ways to grow using Google's newest product offerings. Your knowledge of relevant verticals and relationships with key industry players will help shape our great applications and content for products such as YouTube, Google TV and Commerce.As the Strategic Partner Development Manager, Business Applications ISV Pursuits, you will identify, recruit, and onboard the largest business applications ISVs to Google Cloud. While leveraging co-innovation, co-marketing and co-sell activities, you will look to build foundational relationships with new ISVs and accelerate their adoption of Google Cloud services. You will work across Google Cloud’s Product Management, Engineering, Marketing, and customer-facing organizations to foster strong executive alignment with these partners, develop a co-innovation plan for new solutions and orchestrate the initial co-sell motion between Google Cloud and the partners’ sales organizations.The Global Partnerships organization is responsible for exploring new opportunities with Google's partners. Google’s Global Partnerships team works with a wide range of partners to bring the best of Google to power their business. The Global Partnerships team supports Google’s own Product teams with essential partnerships to help Google’s user experiences in advertising, Search, Assistant, Maps, Travel, Shopping, Payments and more. Teams create product-enabling partnerships, go-to-market strategies and incubate business growth for a variety of products.
Responsibilities
- Identify, recruit, and onboard new business applications ISVs to address market opportunities, expand business, and create balanced partner portfolios. Structure new commercial terms to secure partner commitment to building solutions on Google Cloud.
- Quantify the potential value of new partnerships by leveraging propensity models and market analysis to identify high-impact opportunities.
- Create opportunities for new intellectual property and differentiation across business partnerships and build an innovative goal, focused on AI, data and analytics and security, for new partner solutions on Google Cloud.
- Cultivate and maintain strong relationships with cross-functional teams internally and externally, including C-level executives at partner companies.
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