Google Cloud is actively seeking a Channel Territory Manager.
About the job
The Google Cloud Platform team helps customers transform and build what’s next for their business — all with technology built in the cloud. Our products are engineered for security, reliability and scalability, running the full stack from infrastructure to applications to devices and hardware. Our teams are dedicated to helping our customers — developers, small and large businesses, educational institutions and government agencies — see the benefits of our technology come to life. As part of an entrepreneurial team in this rapidly growing business, you will play a key role in understanding the needs of our customers and help shape the future of businesses of all sizes use technology to connect with customers, employees and partners.
As a Channel Territory Manager (CTM), your primary responsibility will be to grow Google Cloud’s market share across the identified set of accounts through partners. In this role, you will build executive level relationships and align our cloud offerings and partners’ value proposition to customers’ needs. You’ll prospect, qualify, and lead a cross-functional team, while leveraging the right resources including partner engineering, corporate sales, and partner sales to maximize outcomes.
Google Cloud provides organizations with leading infrastructure, platform capabilities and industry solutions. We deliver enterprise-grade cloud solutions that leverage Google’s cutting-edge technology to help companies operate more efficiently and adapt to changing needs, giving customers a foundation for the future. Customers in more than 150 countries turn to Google Cloud as their trusted partner to solve their most critical business problems.
Responsibilities
Align to the identified corporate accounts within a defined sales territory and drive resold business generation in those accounts through a set of suitable partners on various business engagements.
Lead account planning process that aligns partner and Google resources to maximize growth, customer satisfaction, and market share.
Drive consistent business growth by managing business-cycles (including prospecting, qualifying, forecasting, and managing your book of business) in the identified accounts through partners.
Facilitate and manage complex business-cycles, often presenting to C-level executives in the identified accounts.
Ensure identified accounts attains business generation goals by aligning, managing, and holding partners accountable in business engagements. Be responsible for managing partners success and increase Google Cloud Platform (GCP) consumption in partner led customer engagements.
Minimum qualifications
Bachelor’s degree or equivalent practical experience.
Experience in software sales, channel management/sales, and strategic account management at an enterprise Business-to-Business (B2B) software company.
Preferred qualifications
Significant experience in channel management or selling Infrastructure Software, Databases, Analytic Tools, or Applications Software with a demonstrated track record in exceeding business goals.
Experience leading cross-functional teams within the organization and partner organization.
Demonstrated success with large complex commercial and legal facilitations working with procurement, legal, and business teams in large enterprises.
Strong track record working with partners in complex implementation projects.
Ability to work with pre-sales and customers’ technical leads to inventory existing software estate, define migration plans, and build business cases for migrations.
Excellent at leveraging C-level relationships with executives to promote cloud solutions.
