Strategic Partner Development Manager, VM Migrations, Google Cloud
3 weeks ago
Product area
Google Cloud accelerates every organization's ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google's cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.
Job descriptionAs the Global VM Migrations Solution Partner Development Manager (PDM), you will facilitate C-level relationships with partners, showcase Google's technology solutions, guide our partners in developing their service offerings and work closely with Google Cloud solution sales and engineering teams.
In this role, you will work closely with Partners to develop pipeline, land joint and accelerate customer and partner value including accelerating consumption for our joint solution offerings.
You will work with Partners to drive our "GTM Strategic Priority Plays" initiative by leading the go-to-market efforts for VM Migration, App Migration, Databases and Infra. You will help define the sales plays and act as a trusted advisor to the partner in the entire journey of identifying new opportunities, developing capabilities, solutions and service offerings, pursuing go-to-market sales plays, landing wins and delivering customer success. You will drive execution of the campaigns in orchestration with partners' technical, sales and marketing teams.
In this role, you will be leveraging your experience in partner management, strategy and sales, demonstrating your aptitude and passion for working with partners to transform organizations with Google Cloud technologies.
QualificationsJob responsibilities
- Help partners grow their business on Google Cloud by driving VM Migrations and related VMware applications solutions with the aim of serving as their trusted advisor for both pre-sales and post sales customer engagements.
- Lead the life-cycle of GTM offering creation from business case, planning and governance, business value, solution differentiation, business modeling.
- Support partners to jointly develop GTM offering, landing with the field, and measure success through outcomes.
- Responsible for pipeline management, wins and post win customer references and deepen the capability and scale of the Partner Sellers through GTM motions.
- Work across sales, marketing, and partner teams to drive the VMware business in your region and drive the creation of global demand generation and GTM plans to achieve Google Cloud and partner sales goals.
- Bachelor's degree or equivalent practical experience.
- 10 years of experience in Partner Management, Business Development, Sales, or Channel Development in the technology industry.
- Experience supporting partners in creation of GTM offerings based on sales plays (e.g., Oracle, VMWare, SAP) and in tracking effectiveness.
- Experience taking new products and solutions to the market, developing and driving GTM offerings with partners.
- Experience in developing GTM offerings (VMWare, SAP) based on industry and regional requirements.
- Experience in launching and landing GTM offerings (VMWare, SAP) to customers and tracking new business.
- Experience in conducting partner executive briefings, understanding of competitor offerings, and excellent communication skills.
- Experience in delivering cloud agreements.
Excellent Communication Skills
Oracle
Modeling
VMware
VM
Presales
Customer Success
Technology Solutions
Channel
Demand Generation
Google Cloud
Partner Management
Orchestration
Technical Sales
Databases
Motions
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