GSI Alliance Manager, Google Cloud Security

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in management consulting, business development, or channel sales.
• Experience in a quota-carrying Sales role, working with partners (e.g. Managed Security Service Providers, resellers, Global System Integrators, etc.).
  
• Experience managing business performance of partners to drive business goals.
  

Preferred qualifications:

• Experience with Security Operations (SecOps) toolset including Security Information and Event Management (SIEM), Security Orchestration, Automation, and Response (SOAR), Threat Intelligence and Endpoint Detection and Response (EDR) tools.
  
• Experience with Cyber Security solutions and services in the enterprise segment, managing multiple stakeholders, and designing or building go-to-market models with Global System Integrators.
• Channel experience, with an understanding of the Google Cloud Partner Ecosystem and the role of partners in cloud transformations.
  
• Experience engaging with, and presenting to, technical stakeholders and executive leaders.
  
• Experience leading complex operational and strategic initiatives.
  

About the job

The Security Partnerships team within Google Cloud manages strategic relationships with our partners. As the GSI Alliance Manager, you will play a pivotal role in helping our Global Solution Partners rapidly expand their worldwide security business on Google Cloud. You will act as a trusted advisor to partners throughout their entire journey, guiding them in identifying new opportunities, developing cutting-edge security capabilities, solutions, and service offerings, crafting effective go-to-market strategies, securing customer wins, and delivering exceptional customer success. In this role, you will define and execute comprehensive business development strategies with partners across the entire spectrum of Google Cloud's security products and services, with a particular focus on specific solutions or product sets tailored to regional, global markets. Working closely with partners, you will collaboratively define solution strategies, build cross-functional teams, foster critical relationships at the C-level, and showcase the power of Google's security technology to prospective customers. To ensure seamless global sales engagement, you will collaborate closely with Google Cloud sales leaders across all markets, as well as Product, Legal, Compliance, and Enablement teams to guarantee the success of the Alliance.

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 $142,000-$211,000 + 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

• Own the process of growth acquisition through selected partners to meet assigned goals, selling to partner accounts and facilitating business opportunities after the initial sale.
  
• Develop and execute on business plans that provide consistent year over year business growth in selected partner accounts.
  
• Maintain a consistent set of Sales, Technical and Marketing benefits to partners that will facilitate their growth.
  
• Build connections with Sales Managers and Partner Solutions to drive partner attach in all accounts.
  
• Provide strategic input on business opportunities, agreement discussions, market announcements, and executive decision-making. Drive consensus on outcomes that balance both value and risk.