Google

Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Sunnyvale, CA, USA; New York, NY, USA.

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 in ISV startups particularly in the AI and data ISV partnerships space.
• Experience in people management.

Preferred qualifications:

• Experience managing and growing a portfolio of technology partnerships, including extensive cross-functional team engagement.
• Experience interfacing with C-level executives in partner companies to set joint business goals, resolve escalations, and establish partnership governance.
• Experience managing a portfolio of partner products and solutions, including channel go-to-market motions such as multi-partner solutions, procurement through cloud marketplaces, and consumption-based solutions.
• Experience working in a partnership role at a leading service provider, channel reseller, or enterprise software company.

About the Job

As the Head of Independent Software Vendor (ISV) Startup Springboard Program, you will lead a team of partner development managers who recruit new partners into the portfolio and accelerate their adoption of Google Cloud services. You will be part of a team that will work across Google Cloud’s product management, engineering, marketing and customer-facing organizations to foster executive alignment with these partners, develop a co-innovation plan for new solutions and orchestrate the co-promote motion between Google Cloud and the partners’ business organizations.

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

• Lead a team to build partnerships with the Startup Springboard Program. Build a growth culture focusing on talent strategy and skills development to exceed business goals and metrics.
• Achieve business results by prioritizing team activities related to new partner recruitment and existing partner expansion.
• Engage partners at the leadership level to establish joint business goals, drive conflict resolution, support ongoing governance and partnership reviews, and drive partner affinity for Google Cloud.
• Establish team strategy to create and differentiate new intellectual property across partnerships and build an innovation goal, focused on startups.
• Own overall plan to achieve multi-year global partner go-to-market goals, including pipeline generation and business, achieved through Google and partner originated activities.