Global Cloud Security Channel & Distribution Lead

Google LLC; Cambridge (MA); On-site; USD 147,000 - 213,000; Full time

Job summary

Google LLC is seeking a Strategic Distribution Lead for Google Cloud Security Sales to architect and drive our global two-tier distribution GTM across AMER, EMEA, APAC, and LATAM, coordinating partner leadership, regional sales, and operations to accelerate partner-led growth.

You will manage strategic distributors, shape packaging and rebate frameworks, and scale Tier-2 VAR/MSSP recruitment, MDF programs, and market analytics to optimize revenue and margins.

Qualifications

• Bachelor's degree in Business, Computer Science, Engineering, 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 Security Operations (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, 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

Channel GTM

Distributor management

Sales leadership

Pricing & rebates

Strategic partnerships

Education

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

MBA or advanced degree

Job description

Google LLC is seeking a Strategic Distribution Lead for Google Cloud Security Sales to architect and drive our global two-tier distribution GTM across AMER, EMEA, APAC, and LATAM, coordinating partner leadership, regional sales, and operations to accelerate partner-led growth.

You will manage strategic distributors, shape packaging and rebate frameworks, and scale Tier-2 VAR/MSSP recruitment, MDF programs, and market analytics to optimize revenue and margins.