About this role
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 developed 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.
Our mission is to accelerate Google Cloud Security adoption and drive long-term partner growth by cultivating a high-impact ecosystem of partners. We empower our partners to deliver transformative solutions by aligning Google’s innovative technology with partner expertise. Our team is dedicated to fostering deep cross-functional collaboration, driving sustainable revenue results, and setting the industry standard for how we scale and succeed through partnership.
As a Security Strategic Alliance Manager, you will embed Google’s Security suite of products with Partner’s existing go-to-market strategy. Joining experts in cloud computing, big data, machine learning and cybersecurity, you will help build out the next generation of security intelligence solutions. You will be responsible for developing engagement with our strategic Security Service Providers, Telcos, GSIs, and Cloud Partners. You will collaborate with Sales, Marketing, and Product Management and will be responsible for achieving strategic goals, developing security sales, and driving partner success.
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.
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 8 years of experience with foundational cloud technologies (e.g., network, compute, database, middleware, visualization, etc.).
- 6 years of experience with partner/channel pipeline development and management, and Go-to-Market strategies.
Preferred qualifications:
- Master's degree.
- 2 years of experience presenting to multiple audiences including leadership and C-suite teams with excellent communication skills.
- 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.
- Channel experience, with an understanding of the Google Cloud Partner Ecosystem and the role of partners in cloud transformations.
- Knowledge of System Integrators (SIs), Service Providers (SPs), and Independent Software Vendors (ISVs).
- Ability to present to executive-level audience, deliver Go-To-Market strategies/results, and partner with industry, partners, etc.
- 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.