ISV Sales Specialist III, Google Cloud

Google•Cambridge, MA

4d•$147,000 - $213,000

About The Position

The Google Cloud Platform team helps customers transform their businesses with cloud technology designed for security, reliability, and scalability. As an ISV Sales Specialist, you will support the joint go-to-market success of Independent Software Vendor (ISV) partners by generating, advancing, and closing co-sell opportunities alongside the Google Cloud field sales team through Google Cloud Marketplace. You will work with ISV partners to create region-specific sales motions that increase awareness among the Google Cloud field team, generate leads, and accelerate active opportunities. You will also work with Google Cloud customers to support the evaluation, procurement, and use of ISV partner solutions. Individual pay is determined by factors including job-related skills, experience, and relevant education or training. The listed US compensation is $147,000–$213,000, plus a 66.67% bonus target, equity, and benefits.

Requirements

Bachelor's degree or equivalent practical experience.
10 years of technology-related sales, business development, or channel sales experience at a business-to-business (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, working closely with cross-functional teams, including sales, customer engineers, and services teams.
Drive sales plan achievement through ISV partner pipeline creation and reviews, ensuring sufficiency in 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.