Channel Territory Manager, Google Cloud
Google
Johannesburg, South Africa
4d ago

The Google Cloud Platform team helps customers transform and build what's next for their business all with technology built in the cloud.

Our products are engineered for security, reliability and scalability, running the full stack from infrastructure to applications to devices and hardware.

Our teams are dedicated to helping our customers developers, small and large businesses, educational institutions and government agencies see the benefits of our technology come to life.

As part of an entrepreneurial team in this rapidly growing business, you will play a key role in understanding the needs of our customers and help shape the future of businesses of all sizes use technology to connect with customers, employees and partners.

As a Channel Territory Manager (CTM), you will be responsible for growing Google Cloud’s market share across the identified set of accounts through partners.

You will build executive-level relationships and be comfortable aligning our cloud offerings and partners’ value proposition to your customers’ needs.

You will prospect, qualify, and lead a cross-functional team, while leveraging the right resources including partner engineering, corporate sales, and partner sales to maximize outcomes.

Google Cloud provides organizations with leading infrastructure, platform capabilities and industry solutions. We deliver enterprise-grade cloud solutions that leverage Google’s cutting-edge technology to help companies operate more efficiently and adapt to changing needs, giving customers a foundation for the future.

Customers in more than 150 countries turn to Google Cloud as their trusted partner to solve their most critical business problems.

Responsibilities

  • Align to the identified corporate accounts within a defined Sales territory and drive business growth in those accounts through a set of suitable partners on various engagements.
  • Lead account planning process that aligns partner and Google resources to maximize growth, customer satisfaction, and market share.
  • Drive consistent business growth by managing business cycles (including prospecting, qualifying, forecasting, and managing your book of business) in the identified accounts through partners.
  • Discuss and manage complex business cycles, often presenting to executives in the identified accounts.
  • Ensure identified accounts attain business goals by aligning, managing, and keeping partners accountable in engagements.
  • Be responsible for managing partners success and increase Google Cloud Platform consumption in partner led customer engagements.

    Minimum qualifications :

  • Bachelor's degree or equivalent practical experience.
  • Experience in software sales, channel management / sales, and strategic account management at an enterprise business-to-business software company.
  • Preferred qualifications :

  • Experience leading cross-functional teams within the organization and partner organization.
  • Experience working with partners in complex implementation projects.
  • Experience in channel management or promoting infrastructure software, databases, analytic tools, or applications software with a demonstrated history in exceeding business goals.
  • Ability to work with pre-sales and customers’ technical leads to inventory existing software estate, define migration plans, and build business cases for migrations.
  • Demonstrated success with large, complex commercial and legal discussions working with procurement, legal, and business teams in large enterprises.
  • Excellent at leveraging executive-level relationships to promote cloud solutions against others.
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