Strategic Partnerships Development Manager III, VMware, Google Cloud
Exl
Job Description
About the Role
As the Global VM Migrations Solution PDM (Partner Development Manager) you will facilitate C-level relationships with partners, showcase Google's technology solutions, guide our partners in developing their service offerings and work closely with Google Cloud solution sales and engineering teams. In this role, you will work closely with Partners to develop pipeline, land joint wins and accelerate customer and partner value, including accelerating consumption for our joint solution offerings. You will work with Partners to drive our "GTM Strategic Priority Plays" initiative by leading the go-to-market efforts for VM Migration, App Migration, Databases and Infra. You will help define the sales plays and act as a trusted advisor to the partner in the entire journey of identifying new opportunities, developing capabilities, solutions & service offerings, pursuing go-to-market sales plays, landing wins and delivering customer success. You will drive execution of the campaigns in orchestration with partners' technical, sales, and marketing teams. Google Cloud accelerates every organization's ability to digitally transform its business and industry, delivering enterprise-grade solutions leveraging Google's cutting-edge technology and tools that help developers build more sustainably.
Key Responsibilities
- Help partners grow their business on Google Cloud by driving VM Migrations and related VMware applications solutions with the aim of serving as their trusted advisor for both pre-sales and post sales customer engagements.
- Lead the life-cycle of GTM offering creation from business case, planning and governance, business value, solution differentiation, revenue modeling.
- Support partners to jointly develop GTM offering, landing with the field, and measure success through outcomes.
- Drive the creation of global demand generation and GTM plans to achieve Google Cloud and partner sales goals.
- Be responsible for pipeline management, wins, and post win customer references.
Requirements
- Bachelor's degree or equivalent practical experience.
- 10 years of experience in a sales or partner role in the enterprise software or cloud space.
- Experience with the cloud partner ecosystem (e.g., System Integrators, Service Providers, or Independent Software Vendors) serving SMBs.
- Experience supporting partners with creation of GTM offerings (VMWare, SAP).
Nice to Have
- Experience in developing GTM offerings (VMWare, SAP) based on industry and regional requirements.
- Experience in launching and landing GTM offerings (VMWare, SAP) to customers and tracking new business.
- Experience in winning/delivering large cloud deals.
- Experience in conducting partner executive briefings.
- Understanding of competitor offerings, with strong communication skills.
Qualifications
- Formal educational background includes a Bachelor's degree or equivalent practical experience.
Benefits & Perks
- US base salary range of $168,000-$249,000 plus bonus, equity, and benefits.
Working at Exl
Google Cloud accelerates every organization's ability to digitally transform its business and industry, delivering enterprise-grade solutions that leverage Google's cutting-edge technology and tools that help developers build more sustainably.
Job Details
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About Exl
Website
google.com
Company Size
1-10 employees
Location
Kirkland, WA
Industry
Web Search Portals and All Other Information Services
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