ISV Sales Specialist III, Google Cloud

Google•Austin, TX

4h•$147,000 - $213,000

About The Position

The Google Cloud Platform team helps customers transform their businesses with cloud technology and products designed for security, reliability, and scalability. The team serves customers ranging from developers and businesses to educational institutions and government agencies. As an ISV Sales Specialist, you will support the joint go-to-market success of Independent Software Vendor (ISV) partners. You will generate, advance, and close co-sell opportunities with the Google Cloud field sales team through Google Cloud Marketplace. You will collaborate with ISV partners on region-specific sales motions to increase awareness among Google Cloud field teams, generate leads, and accelerate active opportunities. You will also help Google Cloud customers evaluate, procure, and use ISV partner solutions.

Requirements

Bachelor's degree or equivalent practical experience.
10 years of technology-related sales, business development, or channel sales experience at a B2B software company.

Nice To Haves

Experience building strategic business partnerships with enterprise Independent Software Vendors (ISVs).
Experience selling enterprise software solutions through Cloud Marketplaces.
Experience working with and managing complex sales scenarios involving multiple parties with differing goals.
Experience creating new sales motions to scale best practices.
Ability to work with Customer Engineers and customers' technical decision makers to secure a joint opportunity.

Responsibilities

Build and grow relationships with existing ISV partners and customers by closing joint opportunities with Google Cloud sales account teams and Google's ecosystem.
Develop regional co-sell plans and sales motions for ISV partners in collaboration with cross-functional teams, including sales, customer engineers, and services teams.
Drive sales plan achievement through ISV partner pipeline creation and reviews, ensuring sufficient pipeline creation, velocity, and win rate.
Work with ISV partners, Google Cloud sales teams, and customers to support transactions through Google Cloud Marketplace, including distributor- and reseller-supported transactions.