Head of Telco Partnerships London, England
Job description
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- Experience in establishing resell channels with Telco entities.
- Experience in the telecom segment.
Preferred qualifications:
- Master's degree or MBA.
- Experience operating within and leading cross-functional teams such as product management, implementation, legal, finance, and marketing.
- Experience dealing with CSPs, analyzing and structuring complex negotiations with a proven track record of negotiation and execution.
- Ability to work independently, efficiently, and productively in a fast-paced environment with limited guidance.
- Excellent people management and communication skills, with the ability to formulate and articulate contractual, technical, financial, and value proposition points with partners and internal Google teams.
About the job
The Partnership team goals in the Cloud Infrastructure and Solutions Group (ISG) are to prosper an ecosystem of Strategic partners and ISVs to drive our ISG growth goals. Our team is responsible for managing partnerships across the ISG business domain including Communications Service Providers (CSPs) Telecom equipment providers, ISVs, Global Systems Integrator (GSI), and Infra partners. These include developing channel strategy, negotiating commercial terms, ensuring roadmap alignment, supply and driving overall market share goals. We partner cross-functionally with Product and Engineering, Solutions Sales, and Finance teams internally, and with our partner counterparts across these disciplines.
In this role, 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. You will educate our partners on the power of Google Cloud and enable them to be successful in driving innovation to our customers.
Google Cloud accelerates organizations’ ability to digitally transform their business with the best infrastructure, platform, industry solutions and expertise. We deliver enterprise-grade solutions that leverage Google’s cutting-edge technology – all on the cleanest cloud in the industry. 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.
Responsibilities
- Expand Google Cloud ISG product sales by identifying and launching Strategic Telco reseller partners, becoming an expert on each potential partner’s organization, business model, and key priorities.
- Work with Legal, Partner Programs, and Product teams to drive contracts and work with other Google teams, including marketing, learning and development, training, and inside/field sales to deliver solutions and drive impact.
- Manage onboarding and enablement processes, and closely track partner progress against key metrics, holding them accountable for performance by identifying key gaps and suggesting strategies to improve.
- Work directly with executives, sales managers, and key account directors at partner organizations to develop a business plan and growth strategy.
- Develop go-to-market strategies for each partner, including product/API integrations, sales and support training, buyflow optimization and marketing plans, reporting out regularly on partner performance.
