Global Channel Leader, Cloud Security Distribution

Google LLC; Chicago (IL); On-site; USD 147,000 - 213,000; Full time

Job summary

Google is seeking a Global Partner Development Manager, Distribution within Google Cloud Security Sales to architect and lead the worldwide two-tier distribution GTM motion. You will manage strategic distributors and serve as the executive nexus across partner leadership, regional sales, security specialists, and operations to drive partner-led growth.

The role covers AMER, EMEA, APAC, and LATAM, shaping packaging, pricing, and rebate frameworks while scaling VAR/MSSP recruitment and MDF

Qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in enterprise cybersecurity sales, channel partnerships, or go-to-market roles across cloud security, threat intelligence, or SecOps.
• 7 years of experience managing two-tier distribution, global IT distributors, and Tier-2 VAR or MSSP partner ecosystems.
• Experience structuring commercial distribution agreements, discounting matrices, rebate programs, partner margin models, or multi-product bundles.
• Experience developing global or multi-region channel go-to-market strategies and scaling distribution operations through digital partner portals, quoting tools, or cloud marketplaces.

Responsibilities

• Architect and steer the multi-year global distribution strategy across AMER, EMEA, APAC, and LATAM, balancing global consistency with localized channel dynamics to accelerate YoY revenue growth.
• Lead executive joint business planning (JBP) and quarterly business reviews (QBRs) with assigned global distributors to establish shared financial commitments, key performance indicators (KPIs), and strategic pipeline health.
• Partner with Pricing, Finance, Legal, and Product Management to streamline commercial approvals and design differentiated bundling, tiered discounts, agreement registration governance, and rebate frameworks that protect margins.
• Scale Tier-2 VAR and MSSP onboarding through programmatic MDF, co-marketing demand campaigns, and analytics tracking sell-in, sell-through, and pipeline conversion velocity.
• Deliver distributor sales and technical certification curricula across Google Threat Intelligence, Chronicle SecOps, and Mandiant while resolving quoting and licensing escalations across Sales Operations, direct sales, and partner engineering.

Skills

Enterprise cybersecurity sales

Channel partnerships

Go-to-market strategies

Global distribution

Partner ecosystems

Education

Bachelor's degree in Business, Computer Science, Engineering, or equivalent practical experience

MBA or advanced degree in a technical or business field

Job description

Google is seeking a Global Partner Development Manager, Distribution within Google Cloud Security Sales to architect and lead the worldwide two-tier distribution GTM motion. You will manage strategic distributors and serve as the executive nexus across partner leadership, regional sales, security specialists, and operations to drive partner-led growth.

The role covers AMER, EMEA, APAC, and LATAM, shaping packaging, pricing, and rebate frameworks while scaling VAR/MSSP recruitment and MDF