Strategic Alliance Manager III, Security, Google Cloud

Google LLC; Miami (FL); Hybrid; USD 147,000 - 213,000; Full time

Benefits offered by this job

Equity

Bonus target

Benefits

Job summary

Google LLC in United States is seeking a Strategic Alliance Manager III for Security within Google Cloud, to embed Google’s security suite with partner GTMs and drive engagement with MSSPs, GSIs, telcos, and cloud partners. Role focuses on growing partner sales, developing security-focused offerings, and delivering strategic guidance to product and marketing teams.

The position requires extensive experience in security alliances, a track record in quota-carrying enterprise sales, and the ability

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.

Responsibilities

• 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.

Skills

Partner management

Quota carrying sales

Security sales

MSSP experience

Education

Bachelor's degree

Job description

Strategic Alliance Manager III, Security, Google Cloud

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info_outline X 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; Miami, FL, USA.

• 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.

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
  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 and affirmative action employer. We are committed to building a workforce that is representative of the users we serve, creating a culture of belonging, and providing an equal employment opportunity regardless of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), expecting or parents-to-be, criminal histories consistent with legal requirements, or any other basis protected by law. See also Google's EEO Policy , Know your rights: workplace discrimination is illegal , Belonging at Google , and How we hire .

Google is a global company and, in order to facilitate efficient collaboration and communication globally, English proficiency is a requirement for all roles unless stated otherwise in the job posting.

• Equity is granted exclusively and discretionarily by Alphabet Inc. on the basis of an agreement concluded between you and Alphabet Inc. Alphabet Inc. is your sole contractual partner with respect to equity grants. GSU grants are not guaranteed, are discretionary, are subject to approval by the Alphabet Inc. board of directors or its delegate, the terms of the relevant Alphabet Inc. stock plan, and your grant agreement. They have no impact on statutory payments. Current or past grants do not confer an acquired right.