Partner Development Manager, Telco Partnerships

Google (Jakarta JK, Indonesia) 20 days ago

Minimum qualifications:

  • Bachelor's degree or equivalent practical experience.
  • 10 years of work experience in partner management, technology sales and/or industry experience in SaaS, telecommunications, and/or IT infrastructure businesses.
  • Experience in sales management, enablement and training for sales force teams at scale.

Preferred qualifications:

  • MBA degree.
  • Experience in dealing with strategic partners, analyzing and structuring complex negotiations. Track record of negotiation and execution.
  • In-depth experience operating within and leading cross-functional teams (e.g., product management, implementation, legal, finance, marketing, etc.).
  • Ability to work independently, efficiently and productively in a fast-paced environment with limited guidance.
  • Excellent interpersonal and communication skills, including the ability to formulate and articulate contractual, technical, financial and value proposition points with partners and internal Google teams.
  • Ability to travel 30% of the time.

About the job

Google Cloud teams work with schools, companies, and government agencies to make them more productive, mobile, and collaborative. On this team, you will drive Google Cloud business relationships by analyzing partner business performance, identifying methods of increasing partner and Google returns, pitching ideas to and identifying opportunities within partners, and coordinating across Google teams to deliver.

The Google Cloud Channel Sales Team is driving growth through innovative partnerships and as a Partner Development Manager, you will be the primary relationship manager for Google Cloud’s key Telecommunications partners. You will execute go-to-market strategies, develop sales and marketing initiatives, facilitate sales enablement, and manage partner growth. You will manage a portfolio of strategic Telco partners and represent Google Cloud internally and externally to senior leadership.

Additionally, you will resolve business issues and track/analyze key metrics to identify trends and growth opportunities. Entrepreneurial and strategic thinking are critical as you help our partners define the plan to bring Google Workspace and Google Cloud Platform to market. You will thrive in a team-oriented environment, working cross-functionally with the Product, Engineering, Marketing, Operations, PR and Legal teams to develop new ways to drive Google Cloud growth.

Google Cloud provides organizations with leading infrastructure, platform capabilities and industry solutions. We deliver enterprise-grade cloud solutions that leverage Google’s cutting-edge technology to help companies operate more efficiently and adapt to changing needs, giving customers a foundation for the future. Customers in more than 150 countries turn to Google Cloud as their trusted partner to solve their most critical business problems.


  • Expand Google Workspace and Google Cloud Platform by launching Telco strategic partners, becoming an expert on each potential partner’s organization, business model and priorities.
  • Work with legal, partner programs, and product teams to drive agreements and work with other Google teams, including marketing, learning and development, training, and inside/field sales to deliver solutions and drive impact.
  • Work with executives, sales managers, and account directors at partner organizations to develop a business plan and growth strategy. Build an accurate forecast and achieve goals.
  • Manage onboarding and enablement processes, track partner progress against metrics, and hold them accountable for performance and suggesting strategies to improve.
  • Develop go-to-market strategies, including product/API integrations, business and support training, buy flow optimization and marketing plans. Report regularly on partner performance with recommendations on how to optimize bookings/business volumes.


Due to the current health crisis related to COVID-19 and the escalating visa/travel restrictions in place, we're currently unable to extend offers to anyone who cannot work from Indonesia due to lockdown visa/travel restrictions, or other restrictive measures until further notice. Consequently, we will be prioritizing candidates who can start in this location by set date as expected. We're keeping the situation under review and would adjust our position should the restrictive measures be removed later on.

Partner Development Manager, Telco Partnerships

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