AI Infrastructure Global Channel Sales Lead

Google•Atlanta, GA

5d•$224,000 - $311,000

About The Position

Google Cloud helps organizations empower employees, serve customers, and build their businesses with cloud technology. The Global Systems Integrators (GSI) and Consulting Partnerships team manages strategic relationships with top partners. As a Global Alliance Lead, you will help partners scale their worldwide business on Google Cloud. You will advise partners throughout the process of identifying opportunities, developing capabilities, solutions and service offerings, pursuing go-to-market campaigns, winning business, and delivering customer success. You will define and execute partner business development strategy across Google Cloud products and services, sometimes focusing on a specific solution or product set for a particular market. The role involves defining solution strategy with partners, building cross-functional teams, developing C-level relationships, showcasing Google technology to prospective customers, and coordinating with Google Cloud sales leaders across markets. You will also work with Product, Legal, Compliance, and Enablement teams to support alliance success. The position calls for experience in strategy and sales, technical aptitude, and an interest in helping partners transform large organizations with Google Cloud technologies. Its AI infrastructure channel focus includes developing the partner ecosystem, identifying opportunities, coordinating partner-sourced sales activity, managing the partner lifecycle, and enabling partner teams to deploy workloads on Google Cloud TPU and GPU clusters.

Requirements

Bachelor's degree or equivalent practical experience.
15 years of experience in strategy consulting, enterprise sales, or business development, including 5 years of experience working with Global Systems Integrators.
Experience with public cloud solutions and services in the enterprise segment.
Experience designing and building go-to-market models with Global Systems Integrators.
Experience managing multiple stakeholders.

Nice To Haves

MBA or master's degree in a technical field.
Knowledge of the cloud services landscape and ability to provide industry insights.
Ability to translate data and trends into strategies and compelling messages.
Excellent communication skills, including the ability to conduct partner C-level engagements.
Excellent leadership and persuasion skills, including the ability to mentor others.

Responsibilities

Build and maintain a tiered partner ecosystem map covering NeoClouds, OEMs, and VARs, and prioritize investment according to AI infrastructure business potential and strategic fit.
Identify white-space opportunities where new partner types can accelerate adoption of infrastructure offerings.
Coordinate partner teams and sales specialists so partner-sourced opportunities are routed, tracked, and supported.
Work with internal cross-functional teams to develop the end-to-end partner lifecycle for the AI infrastructure segment, including recruitment, onboarding, enablement, activation, and performance management.
Deliver scalable enablement programs so partner delivery teams are trained and certified to deploy workloads on Google Cloud TPU and GPU clusters when an agreement is signed.
Advise partners as they identify opportunities, develop capabilities and offerings, pursue go-to-market campaigns, secure wins, and deliver customer success.
Define and execute business development and solution strategies with partners across Google Cloud products and services.
Build cross-functional teams, foster C-level relationships, and showcase Google technology to prospective customers.
Work with Google Cloud sales leaders across markets to support productive global sales engagement.
Partner with Product, Legal, Compliance, and Enablement teams to support alliance success.