Global Partnership Development Manager, GTM Lead, ISV Partnerships
Exl
Job Description
About the Role
The Global Tech Partnerships team develops and supports enterprise partnerships and the partner ecosystem across Google Cloud - Google Workspace, Google Cloud Platform (GCP), Maps and Education. We work closely with external partners and across Google's product management, engineering, marketing and all customer-facing organizations to foster tighter integration by partners with Google's open Application Programming Interfaces (APIs) across Google's products. Through these technical and business partnerships, we seek to build joint success, customer multipliers and a thriving ecosystem of partners aimed at delighting customers. As the Global Go-to-Market (GTM) Lead for our Independent Software Vendor (ISV) Partnership, you will be at the forefront of our global strategy, driving the success of one of our most critical security partnerships. You will be responsible for architecting and executing a unified, global GTM strategy that accelerates growth and achieves our joint business objectives. This role requires a dynamic leader who can foster strong relationships and alignment across executive leadership, regional sales and specialty teams, ISV Sales Specialists and partner engineering organizations for both companies. You will be the lead for our global GTM motion, ensuring seamless collaboration and execution across all regions.
Key Responsibilities
- Create and maintain consistent alignment between the regional business leadership of both our company and our partner.
- Align with Google Cloud Security business leadership in all regions to ensure a cohesive and integrated business motion.
- Develop and establish clear, actionable 'sales plays' to be used by the global business teams.
- Lead the launch of the partnership into new regions, including readiness, enablement, and initial pipeline generation.
- Collaborate with Partner Engineering to ensure technical and solution enablement is in place to support GTM initiatives.
Requirements
- Bachelor's degree or equivalent practical experience.
- 15 years of experience in enterprise sales, partner management, or business development in the technology sector.
- Experience working with ISV partners and developing joint go-to-market strategies.
- Experience in the cloud and cybersecurity industries.
- Ability to operate in a fast-paced, global environment and manage multiple priorities effectively.
- Experience building and managing relationships with executives and cross-functional leaders.
- Understanding of co-sell motions, agreements registration, and channel business dynamics.
- Proven track record of exceeding business goals and driving business growth in a partner-led model.
- Excellent communication, negotiation, and presentation skills.
Nice to Have
- Experience building and managing relationships with executives and cross-functional leaders.
- Understanding of co-sell motions, agreements registration, and channel business dynamics.
- Ability to operate in a fast-paced, global environment and manage multiple priorities effectively.
- Proven track record of exceeding business goals and driving business growth in a partner-led model.
- Excellent communication, negotiation, and presentation skills.
Qualifications
- Bachelor's degree or equivalent practical experience.
Benefits & Perks
- US base salary range of $218,000-$306,000 plus bonus, equity, and benefits.
Job Details
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About Exl
Website
google.com
Company Size
1-10 employees
Location
Sunnyvale, CA
Industry
Web Search Portals and All Other Information Services
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