Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 10 years of experience in technology related sales, business development, and channel sales, at a B2B software company.
- 9 years of experience building strategic business partnerships with enterprise ISV.
- Experience working with and managing complex sales scenarios with multiple parties with differing goals.
- Experience selling enterprise software solutions through Cloud Marketplaces.
- Experience creating new sales motions to scale best practices.
- Ability to work with Customer Engineers and customer's technical decision makers to secure a joint opportunity.
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About the job
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 developed 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 an ISV Sales Specialist, you will support the joint go-to-market (GTM) success of Independent Software Vendor (ISV) partners, including generating, advancing, and closing opportunities alongside the Google Cloud Field Sales team through the Google Cloud Marketplace. You will work with ISV partners to create region-specific sales motions to increase awareness of the ISV within the Google Cloud field team, generate new leads, and accelerate active opportunities. You will work with Google Cloud customers to support the evaluation, procurement, and usage of ISV partner solutions.
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.
The US base salary range for this full-time position is $138,000-$207,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.
Responsibilities
- Build and grow relationships with existing ISV partners and customers by closing joint opportunities with Google Cloud Sales Account teams and Google's ecosystem.
- Develop regional plans and sales motions for ISV partners, working closely with cross-functional teams, including sales, customer engineers, and services teams.
- Drive sales plan achievement through ISV partner pipeline creation and reviews, ensuring sufficiency in pipeline creation, velocity, and win rate.
- Work with ISV partners, Google Cloud Sales teams, and customers to support transactions through the Google Cloud Marketplace, including distributor and reseller supported transactions.