Alliance Manager, Google

Burwood Group, Inc•Chicago, IL

11h•Remote

About The Position

As the Alliance Manager for Google Cloud, you'll be the primary driver of our partnership, responsible for assisting to define and execute a multi-year strategy that accelerates our mutual business. This is a critical role that goes beyond traditional partner management, requiring a forward-thinking approach to capitalize on key partner programs, relationships, and drive revenue.

Requirements

A seasoned professional with a minimum of 3-5 years of experience in strategic partnerships, business development, or channel sales, with a minimum of 2+ years directly managing a Google Cloud partnership.
A leader with a proven ability to define and execute business development strategies, build cross-functional teams, and foster critical relationships at the C-level.
Familiarity in at least two of the following key Google Cloud solution areas: AI/ML/GenAI, Data Analytics/Data Modernization, or Cloud Security.
Strong understanding of modern cloud partner economics, including co-sell motions, Google Cloud Marketplace transactions, and partner incentives.
Experience operating in a fast-paced environment, with a demonstrated history of overcoming ambiguity to drive measurable results.

Responsibilities

Joint Business & GTM Strategy Development: You will assist in the creation a comprehensive, multi-quarter business plan with Google Cloud that outlines specific target markets, joint value propositions, and revenue targets. This plan will define exactly how we will win together.
Pipeline Generation & Co-Sell Management: You'll be responsible for actively assisting the sales team to identifying new customer opportunities and orchestrating co-sell motions between our sales teams and Google's field sellers.
Partner Program & Incentive Navigation: You'll have a deep understanding of Google's incentive programs, rebates, and funding mechanisms. Your goal is to maximize profitability and make Burwood the most profitable and easiest partner for Google to work with.
Sales & Technical Enablement: You'll drive a programmatic approach to enabling our internal teams. This involves ensuring our sellers, architects, and consultants can articulate the joint value proposition and that our technical team meets the required certifications to maintain and elevate our partner tier.
Executive Relationship Mapping & Governance: You will build and maintain a multi-threaded relationship with Google, from field sellers to C-level executives. This includes leading Quarterly Business Reviews (QBRs) to track progress against our joint business plan and ensure strategic alignment.
Joint Marketing Campaign Orchestration: In collaboration with our marketing team, you will leverage Google's marketing resources to execute demand generation activities. This could include joint webinars, case studies, digital campaigns, and events to generate qualified leads for the co-sell pipeline.
Operational Cadence & Forecasting: You will maintain a rigorous operational rhythm, including joining pipeline reviews, accurate forecasting of partner-related revenue, and co-managing the operational requirements within Google’s partner portals. This ensures predictability and accountability for our joint business.