Partner Co-Sell Strategy and Governance Lead

Google; Austin (TX); On-site; USD 211,000 - 293,000; Full time

Job summary

Google Cloud seeks a Partner Co-Sell Strategy & Governance Lead to drive global co-sell planning across our partner ecosystem. You will design and scale operating models for live deals, from exit criteria to formal hand-offs, and align this work with our BP/MPL frameworks.

You will define key metrics like attach rates and partner-sourced pipeline, and collaborate with Sales Ops, Product Management, and regional leaders to resolve friction and enforce global execution standards.

Qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in channel sales, partner management, sales operations, management consulting, or a corporate advisory role.
• 5 years of experience in people management, leading teams, and directing cross-functional projects.

Responsibilities

• Design, scale, and govern global service & IP co-sell methodologies by partner type, while establishing execution frameworks including deal stages, exit criteria, and field hand-offs.
• Implement repeatable sales plays and role clarity frameworks across global and regional teams to streamline end-to-end deal execution.
• Align co-sell strategy with Business Planning (BP) and Marketplace (MPL) designs, ensuring tight integration with core incentive structures.
• Define and report on key success metrics, including attach rates, partner-sourced pipeline, and coverage ratios, to monitor performance.
• Collaborate cross-functionally with Sales Ops, Product Management, and regional leaders to resolve operational friction and enforce global execution "non-negotiables".

Skills

Channel sales experience

People management

Education

Bachelor's degree or equivalent practical experience

Job description

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in channel sales, partner management, sales operations, management consulting, or a corporate advisory role.
• 5 years of experience in people management, leading teams, and directing cross-functional projects.

Minimum qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in channel sales, partner management, sales operations, management consulting, or a corporate advisory role.
• 5 years of experience in people management, leading teams, and directing cross-functional projects.

Preferred qualifications

• MBA or Master's degree in business, economics, or a related analytical field.
• Experience establishing partner business planning frameworks, capacity planning models, and target distribution/cascading processes.
• Experience designing, managing, and executing partner co-sell plans, including service & IP co-sell methods by partner type and segment.
• Excellent leadership, communication, and presentation skills, with experience presenting to and influencing director- and VP-level leadership.
• Track record of driving role clarity across global and regional teams, establishing standardized governance rules, and managing Business Planning (BP) and Marketplace (MPL) designs.

About The Job

As the Partner Co-Sell Strategy & Governance Lead, you will drive the strategic design, operational management, and execution of global co-sell planning across our partner ecosystem. You will sit at the core of redefining our go-to-market mechanics, and defining "what to do next" for both sellers and partners. You will build and scale the operational models that govern live deals, from establishing exit criteria and formal hand-offs to optimizing performance metrics such as attach rates, partner-sourced pipeline, and coverage ratios.

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.

Individual pay is determined by factors including job-related skills, experience, and relevant education or training.

US: $211000 - $293000 (USD) + 25% bonus target + equity + benefits

Responsibilities

• Design, scale, and govern global service & IP co-sell methodologies by partner type, while establishing execution frameworks including deal stages, exit criteria, and field hand-offs.
• Implement repeatable sales plays and role clarity frameworks across global and regional teams to streamline end-to-end deal execution.
• Align co-sell strategy with Business Planning (BP) and Marketplace (MPL) designs, ensuring tight integration with core incentive structures.
• Define and report on key success metrics, including attach rates, partner-sourced pipeline, and coverage ratios, to monitor performance.
• Collaborate cross-functionally with Sales Ops, Product Management, and regional leaders to resolve operational friction and enforce global execution "non-negotiables."

Google is proud to be an equal opportunity workplace and is an affirmative action employer. We are committed to equal employment opportunity regardless of race, color, ancestry, religion, sex, national origin, sexual orientation, age, citizenship, marital status, disability, gender identity or Veteran status. We also consider qualified applicants regardless of criminal histories, consistent with legal requirements. See also Google's EEO Policy and EEO is the Law. If you have a disability or special need that requires accommodation, please let us know by completing our Accommodations for Applicants form .