Go-to-Market Lead, ISV Scaled, Google Cloud
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Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 15 years of experience in Partner Management or Business Development across ISVs and System integrators (SIs).
- 15 years of experience managing cross-functional projects including developing operational metrics and diving into operational details.
- Experience managing partnerships and building go-to-market alliances.
- Experience developing and executing scalable partner programs through cross-organization collaboration.
Preferred qualifications:
- MBA, Master's degree, or PhD in business.
- 10 years of experience owning and building go-to-market frameworks and strategies at scale.
- Experience driving growth in the mid-market, including knowledge of scaled field and partner activation.
- Experience operating and leading in a data-motivated environment, running tests, aggregating data, and making decisions/optimizing processes based off the results.
- Knowledge of personal accountability and ability to execute with confidence in ambiguous situations.
- Excellent business acumen, with ability to identify, articulate, and make decisions with tradeoffs.
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.
In this role, you will own and execute the global operating model and scale partner programs that Partner Advisors leverage to drive activation of partners, co-promote readiness, go-to-market strategies, generate pipeline, and deliver business goals. You will collaborate closely with Regional Partner Advisory Leaders, global ISV leaders, and ISV business teams to build partnerships, develop and execute programmatically at scale and will establish a standard global operating model, defining the motions, interlock, and key performance metrics to build repeatable successes for ISVs in partnership with Google Cloud. You will own the global business goals with the regional teams.
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 $218,000-$306,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. 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
- Maintain an understanding of ISV business models and Google Cloud’s GTM, operating as the global subject matter expert for ISV Advisors.
- Adapt and execute scale ISV partner programs to grow ISVs at scale.
- Demonstrate strong operational excellence, developing a plan to move to a region-first model in collaboration with the Global ISV function and Regional ISV/partner management teams.
- Work closely with ISV teams, VMO (Vendor Management Office) and partner business managers to develop best practices on how to activate partners at scale and drive co-promote with our ISVs, converting capabilities to pipeline and pipeline to business with a focus on marketplace private offers.
- Monitor, analyze, and report on partner performance metrics providing valuable insights for continuous improvement and optimization.
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If you have a need that requires accommodation, please let us know by completing our Accommodations for Applicants form.
Google is a global company and, in order to facilitate efficient collaboration and communication globally, English proficiency is a requirement for all roles unless stated otherwise in the job posting.
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