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Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of technology related sales, business development, or channel sales experience at a business-to-business (B2B) software company.
- People management experience within a channel sales team.
Preferred qualifications:
- Experience building go-to-market partnerships with enterprise Independent Software Vendors (ISV).
- Experience managing a team through sales processes, operations and career development, including account mapping, quota setting, quarterly and annual performance management, and managing sensitive information.
- Experience selling enterprise software solutions through Cloud Marketplaces.
- Experience working with, and managing, complex sales scenarios with multiple parties with differing goals.
- Experience piloting, launching, and scaling partner sales campaigns in the enterprise IT space; experience creating new sales motions to scale best practices.
About the job:
The ISV Sales Team works with ISV partners to create region-specific sales motions to increase awareness of the ISV within the Google Cloud field team, generate new leads, and accelerate active opportunities. In this role, you will lead a team that supports the joint go-to-market (GTM) success of Independent Software Vendor (ISV) partners, including generating, advancing, and closing co-sell opportunities alongside the Google Cloud field sales team through the Google Cloud Marketplace. You will support ISV Sales Specialists to work with Google Cloud customers to support the evaluation, procurement, and usage of ISV partner solutions.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.Individual pay is determined by factors including job-related skills, experience, and relevant education or training.US: $195000 - $271000 (USD) + 66.67% bonus target + equity + benefits
Learn more about benefits at Google.
Responsibilities:
- Lead a team and build a thriving growth culture. Focus on talent strategy and skills development to exceed business goals and metrics.
- Support your team to build go-to-market partnerships with ISVs and grow relationships with existing enterprise ISV partners and customers by closing joint opportunities with Google cloud sales account teams and Google’s ecosystem.
- Own the development of regional co-sell plans and sales motions for ISV partners, working closely with cross-functional teams, including sales, customer engineers, and services teams.
- Drive sales plan achievement through ISV partner pipeline creation and reviews, ensuring sufficiency in pipeline creation, velocity, and win rate.
- Work with ISV partners, Google Cloud Sales teams, and customers to support transactions through the Google Cloud Marketplace, including distributor and reseller supported transactions.
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