Channel sales leadership experience in the Government Industry.
Management experience driving sales in the enterprise software and/or cloud computing technology domains.
Experience leading a channel organization focused on Global Government and Higher Education Markets.
Global Public Sector experience.
Experience in managing partner business working through strategy and execution at the C-Suite level.
Deep understanding of cloud-based technologies and service provider ecosystem and business models.
Demonstrated strong leadership, executive presence, interpersonal, communication skills as well as a profound willingness to collaborate with multi-locational, cross functional teams internally and externally.
About the job
As the Global Channel Director, you will lead the development and performance management of a growing channel sales organization focused on growing the Google impact with Government agencies and Higher Education institutions, globally. You will coordinate with central global teams to build and adjust partner programs unique to Public Sector markets. You will recruit and retain excellent talent in the industry, and establish the rhythm of the business with the direct sales teams. You will coach the team through identifying key partners by analyzing partner business performance, identifying methods of increasing partner and Google returns, promoting ideas to and identifying opportunities within partners, and coordinating across Google departments/groups to deliver on opportunities.
The Go-to-Market (GTM) Partnerships Team is leading the effort to build an excellent Cloud Partner Ecosystem. As the Global Channel Director, you'll be an expert in both the cloud business and the unique needs of the Government and Higher Education market. You'll bring a holistic view and value of the channel business that covers cloud-service providers, distributors, resellers, VARs (Value-Added Resellers), and Systems Integrators.
Recruit, retain, and performance-manage a team of experts in driving business impact through channel partners in Government.
Develop and maintain business plans with focus partners, establishing clear, mutual commitments around marketing, readiness/skills development, services offerings, and business growth. Broker internal resources, tools, references and/or investments needed to execute on the business plans in order to help partners meet the set goals.
Drive execution across activities involved in the completion of commitments and goals established in the business plan, including coordination of the Google investments, lead generation-related activities, training and readiness, and certification of technical and business resources, while maintaining a clear view of the return on mutual investments.
Define customer-centric and industry-specific use cases for Google to go after via service partners. Build an ecosystem of service partners for Google’s cloud infrastructure offerings.