NorthAM AI GTM Practice Lead, Google Cloud

Minimum qualifications:

• Bachelor’s degree or equivalent practical experience.
  
• 15 years of experience in a technical project management or a customer-facing role.
  
• Experience delivering cloud adoption or cloud digital innovation programs with enterprise companies.

Preferred qualifications:

• Experience selling AI across the platform (understanding Models, Enterprise Applications, GenMedia, GenAI Customer Service Solutions), and knowledge of AI market dynamics.
• Experience in developing cloud business cases and Total Cost of Ownership (TCO) analysis aligning technology costs to business value metrics.
• Experience analyzing and interpreting data to provide insights.
• Ability to collaborate effectively and work in a cross-functional organization partnering with sales, marketing, partners, Business Development Representative (BDR) teams, engineering and product teams to achieve broader organizational goals.
• Ability to quickly learn, understand, and work with new and emerging technologies and methodologies in the cloud/IT space.

About the job:

The GTM Practice organization, as part of the Customer Experience organization, is the central global organization that owns the development and activation of go to market plans across all product areas for Google Cloud. The Regional GTM Practice is the execution arm of the GTM practice organization, responsible for activating the field against the largest addressable market opportunities, managing performance feedback loops to accelerate growth and enable the Go To Market organization to deliver on the financial plan.

As the North America (NorthAM) AI GTM Practice Lead for Google Cloud, you will drive the regional application and operationalization of the end-to-end GTM plan for your practice area of AI. The AI GTM Practice Lead is responsible for providing dedicated accountability by play in a region and implementing a tight feedback loop to inform changes required to accelerate target attainment. You will partner with the sub-regional Growth Leaders who will lead execution of the plays in partnership with the sub-regional sales leaders.

You will showcase leadership capabilities and judgement by crafting the application of the GTM plan and orchestrating the right execution model for Google Cloud’s objectives and the regional landscape. You will partner with key cross-functional stakeholders across GTM and Engineering to manage and iterate on the plan. Finally, you will recommend ways to adapt as the market and customer needs change.

You will be expected to travel approximately 25% of the time.

Responsibilities:

• Position the Google AI platform, resolve complex technical objections, and create winning agreement strategies.
• Create scalable programs to capture market share, balancing programmatic execution with industry customization, while also orchestrating cross-functional execution of the regional AI plan across Enablement, Marketing, Partners, and Services.
• Refine GTM plans with Global and Regional Practice Leaders using performance insights. Drive measurable field engagement with GTM plays, monitoring adoption and progress toward financial goals.
• Track and analyze critical success metrics, providing insights to sales leaders and aligning with Practice Leads on necessary adjustments.
• Lead sub-regional collaboration with GTM Growth Leads to effectively implement and optimize regional plans, and conduct regular business reviews for AI, reporting GTM progress and facilitating continuous feedback loops.