Strategic Alliance Manager III, Security, Google Cloud

Google•Atlanta, GA

5d•$147,000 - $213,000

About The Position

The Security team works across Google business and functional teams that engage with partners to shape a cohesive cross-product strategy, collaborating across the security industry to fight cybercrime. The Security Strategic Alliance Manager embeds Google’s Security product suite into partners’ existing go-to-market strategies and helps build next-generation security intelligence solutions. The role develops engagement with strategic Managed Security Service Providers, telecommunications companies, Global System Integrators, and Cloud Partners. Working with Sales, Marketing, and Product Management, the manager serves as the focal point for partner matters, achieves security sales goals, and drives partner success. The position also provides thought leadership to Google’s Business and Product teams, using data and industry analysis to develop recommendations, understand partner strategies, and assess how Google’s offerings complement or differ from theirs.

Requirements

Bachelor's degree or equivalent practical experience.
10 years of experience in management consulting, business development, alliances, or channel sales.
Experience in a quota-carrying Security Sales role with Managed Security Service Providers (MSSPs) or security resellers.
Experience managing partner business performance, mapping partner capabilities and priorities to meet or exceed quarterly revenue targets, and driving quarterly business reviews with key security partners.

Nice To Haves

Experience in a quota-carrying enterprise sales role.
Experience developing Artificial Intelligence (AI) integrations and use cases.
Experience with Security Operations (SecOps) tools, including Security Information and Event Management (SIEM), Security Orchestration, Automation, and Response (SOAR), Threat Intelligence, and Endpoint Detection and Response (EDR) tools.
Experience building joint, white-label, or Original Equipment Manufacturer (OEM) offerings between Software-as-a-Service (SaaS) security solutions and Service Providers.

Responsibilities

Own growth acquisition through selected partners to meet assigned goals, sell to partner accounts, and facilitate business opportunities after the initial sale.
Develop and execute business plans that deliver consistent year-over-year growth in selected partner accounts.
Maintain a consistent set of Sales, Technical, and Marketing benefits for partners to facilitate their growth.
Build connections with Sales Managers and Partner Solutions to drive partner attach across accounts.
Provide input on business opportunities, agreement discussions, market announcements, and executive decision-making, and drive consensus on outcomes that balance value and risk.