Strategic Alliance Sales Lead - Google Cloud

Virtusa • Fremont, CA

1d

About The Position

Virtusa is seeking a high-octane Strategic Alliance Sales Lead to lead our partnership with Google Cloud (GCP). This is a "player-coach" role for a true hustler who thrives at the intersection of ecosystem diplomacy and hard-nosed sales execution. You will not just manage a relationship; you will own a revenue number. Your mission is to embed Virtusa into the fabric of the Google Cloud field sales organization, turning "introductions" into "signed SOWs" and ensuring Virtusa is the partner of choice for complex, AI-driven digital transformations.

Requirements

• 2 to 6 years in Alliance/Sales or Business Development within a Global Systems Integrator (GSI) or a high-growth consulting firm.
• A documented track record of hitting $10M+ in services revenue through hyperscaler channels.
• Elite storytelling skills; ability to command a room whether it’s a Google Cloud internal sales huddle or a client C-suite presentation.
• Self-starter who handles ambiguity with ease.
• Prefer "finding a way" over "following a manual."

Nice To Haves

• Ability to articulate the value proposition of Google Cloud's GenAI stack.
• Comfortable discussing how Gemini can accelerate software engineering or transform customer experiences.

Responsibilities

• Meet or exceed quarterly targets for both Partner Influenced Revenue (PiR) (Google’s Cloud metric) and Signed Services Revenue/ACV (Virtusa’s metric).
• Proactively mine the Google Cloud field organization for leads. You are expected to spend the majority of your time networking with Client Account Executives (AEs), Regional Directors, and Partner Sales Managers (PSMs).
• Lead the sales lifecycle from initial lead capture through to SOW signature. Orchestrate internal Virtusa pre-sales and solution architecture teams to respond with speed and precision.
• Expertly navigate the Client’s funding programs (MDF, Partner Sales Incentives, etc.) to reduce friction for clients and increase Virtusa’s competitive positioning.
• Maintain a clean, high-velocity pipeline within both Virtusa’s CRM and Client’s Partner Advantage portal. Lead weekly cadence calls to unblock stalled deals.
• Position Virtusa’s unique "Engineering First" DNA and industry-specific solutions (BFS, Healthcare, Telco) as the premier choice for Google Cloud's largest enterprise accounts.
• Ability to articulate the value proposition of Google Cloud's GenAI stack.
• Understand the critical role of BigQuery and Looker in enabling successful AI outcomes.
• Ability to work with delivery teams to "productize" services—creating "GenAI Quick Starts" or "Migration Sprints" that are easy for Google Cloud's AEs to sell.

What This Job Offers

• Job Type: Full-time
• Career Level: Senior
• Education Level: No Education Listed