Senior Channel Account Manager, Google Cloud

TELUS Digital

2d•Remote

About The Position

The Senior Channel Account Manager, Google Cloud will operate in a strategic Overlay capacity, working shoulder-to-shoulder with direct Account Executives (AEs). This role focuses on the Google Ecosystem, building relationships with Google Field Sales Reps, uncovering opportunities within their territory plans, and securing trust in TELUS Digital's practice capabilities to catalyze deals. Once a qualified opportunity is identified and funded, the Channel Account Manager brings in the aligned TELUS Digital AE to manage the client's commercial relationship and close the deal. The Channel Account Manager is responsible for Partner Momentum (Google relationships), while the Account Executive is responsible for Customer Commercials.

Requirements

3+ years in a Google Cloud partner, alliance, or co-sell role; arrives with an active, named network of Field Sales Representatives and Customer Engineers they can leverage immediately.
5+ years in channel or partner sales; can quantify their personal contribution to channel-sourced pipeline and closed revenue across multiple fiscal years.
Has operated in a dedicated overlay or alliance capacity alongside a direct sales team; instinctively enables Account Executives rather than competing with them for the customer relationship.
Has worked in the Mid-Market Enterprise to Enterprise segment cloud or professional services deals across both greenfield prospecting and existing spender expansion.
Has represented a partner organization in QBRs, joint business planning, or hyperscaler executive sessions; comfortable as the named partner lead in the room.
Has driven partner motion adoption across a skeptical or uninitiated sales team; measures their success through Account Executive wins, not just their own activity.

Responsibilities

Hunt the Partner, Not the Client: Primary relationships are Google Field Sales Reps (FSRs) and Customer Engineers (CEs). Actively collaborate within the Google organization to uncover customer needs.
Pipeline Injection: Source net-new leads through the Google channel and "tee up" these opportunities for the mapped TELUS Digital Account Executive.
Roadshow Execution: Execute the 2026 Roadshow Strategy, blending Google relationship-building with key client engagement, hosting social events, and "Showcase" sessions to build demand.
ROI Reporting: Track and report on Funding utilization and ROI to demonstrate value to both Google and TELUS leadership.
Internal Education: Conduct showcase sessions for TELUS Digital AEs to teach them when and how to include Google collaboration to win deals.
Account Mapping: Coordinate across TELUS Digital sellers and Google sellers to map accounts and identify collaboration opportunities.
The Handoff: Once a Channel-Sourced lead is qualified and funded, loop in the AE to lead the customer-facing commercial negotiation.
Metrics: Track and report on KPIs (pipeline growth, bookings, funding ROI, partner satisfaction).
Intelligence: Provide leadership with market intelligence, competitor trends, and partnership insights.
QBRs: Represent TELUS Digital in quarterly business reviews (QBRs) and partner executive sessions.