Strategic Alliance Manager III, Security, Google Cloud

Google; Austin (TX); Hybrid; USD 147,000 - 213,000; Full time

Job summary

Google Cloud seeks a Security Strategic Alliance Manager to embed Google’s security products with partners' go-to-market strategies. You will work with MSSPs, Telcos, GSIs, and Cloud Partners to advance partner success and sales, while aligning with Sales, Marketing and Product teams.

You will analyze market trends and craft synthesized recommendations to improve engagement strategies. In this role you will drive security sales and partner growth across multiple strategic partners, balancing

Qualifications

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in management consulting, business development, alliances, or channel sales.
• Experience in a quota carrying Security Sales role with MSSP or security resellers.
• Experience managing partner business performance and quarterly reviews.

Responsibilities

• Own growth acquisition through selected partners to meet goals and opportunities after the initial sale.
• Develop and execute business plans for year-over-year growth in partner accounts.
• Maintain Sales, Technical and Marketing benefits to partners to drive growth.
• Build connections with Sales Managers and Partner Solutions to drive partner attach.
• Provide input on opportunities, discussions, and executive decisions; balance value and risk.

Skills

Security sales experience

Partner management

Revenue targets

Business reviews

Education

Bachelor's degree or equivalent

Tools

SIEM

SOAR

EDR

Job description

Note: By applying to this position you will have an opportunity to share your preferred working location from the following: Atlanta, GA, USA; Austin, TX, USA; Chicago, IL, USA; New York, NY, USA.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in management consulting, business development, alliances, or channel sales.
• Experience in a quota carrying Security Sales role with Managed Security Service Providers (MSSP) or security resellers.
• Experience managing business performance of partners and mapping partner capabilities and priorities to meet/exceed quarterly revenue targets and drive quarterly business reviews with key security partners.

Preferred qualifications:

• Experience in a quota carrying enterprise sales role.
• Experience developing Artificial Intelligence (AI) integrations and use cases.
• Experience with Security Operations (SecOps) toolset including Security Information and Event Management (SIEM), Security Orchestration, Automation, and Response (SOAR), Threat Intelligence and Endpoint Detection and Response (EDR) tools.
• Experience building joint offerings, while-label or Original Equipment Manufacturer (OEM) offerings between Software-as-a-Service (SaaS) Security solutions and Service Providers.

About The Job

The Security team’s mission is to work internally across all the business and functional teams that interface with Google’s partners to help shape a cohesive cross-product area engagement strategy for Google. We work with the entire security industry to fight against cybercrime.

As a Security Strategic Alliance Manager, you will embed Google’s Security suite of products with Partner’s existing go-to-market strategy. Joining experts in cloud computing, big data, machine learning and cybersecurity, you will help build out the next generation of security intelligence solutions. In this role, you will be responsible for developing our engagement with a number of our strategic Managed Security Service Providers, Telcos, Global System Integrators (GSIs), and Cloud Partners. You will collaborate with Sales, Marketing, and Product Management and be the focal point for all matters. You will be responsible for achieving goals, developing security sales, and driving partner success for a number of strategic partners. Acting as a true thought leadership partner, you will challenge, advise, and support our Business and Product teams to optimize our engagement strategy. You will immerse yourself in data collection, draw insight on macro trends and future market developments from analysis of the Service Provider/ MSSP industry, and then take a higher level view to develop compelling, synthesized recommendations. You will persistently explore and uncover the business strategies of these partners, and fully grasp how our range of product offerings both complements and differ with theirs.

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: $147000 - $213000 (USD) + 66.67% bonus target + equity + benefits

Responsibilities

Learn more about benefits at Google .

• Own the process of growth acquisition through selected partners to meet assigned goals, selling to partner accounts and facilitating business opportunities after the initial sale.
• Develop and execute on business plans that provide consistent year over year business growth in selected partner accounts.
• Maintain a consistent set of Sales, Technical and Marketing benefits to partners that will facilitate their growth.
• Build connections with Sales Managers and Partner Solutions to drive partner attach in all accounts.
• Provide input on business opportunities, agreement discussions, market announcements, and executive decision-making. Drive consensus on outcomes that balance both value and risk.

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 .