About the job

The Channel Sales team’s mission is to work internally across all the business and functional teams that interface with Google’s complex partners to help shape a cohesive cross-product area engagement strategy for Google. We work with the entire security industry to fight against cybercrime.

As the Channel Sales Manager, you will be the strategic link between our direct sales organization and our external partners. Your core mission is to advocate for a 'partner-first' culture, enabling our internal sales teams to seamlessly collaborate and co-sell with the channel. You will develop and implement engagement models, training programs, and sales plays that integrate partners into our core sales motions. By acting as the primary advocate for the channel within our sales teams, you will break down barriers, foster trust, and orchestrate a unified strategy that leverages the strengths of both our internal sellers and our partners to drive incremental growth.

Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s cutting-edge technology, and tools that help developers build more sustainably. 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.

The US base salary range for this full-time position is $147,000-$213,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.

Responsibilities

• Own the process of revenue acquisition through selected partners to meet assigned quotas, selling to partner accounts and facilitating sell-through opportunities after the initial sale.

• Develop and execute on business plans that provide consistent year over year revenue growth in selected partner accounts.

• Maintain a consistent set of sales, technical, and marketing benefits to partners that will facilitate their growth in the security practice.

• Build connections with sales managers and partner solutions to drive partner attach in all accounts.

• Provide strategic input on business opportunities, agreement discussions, market announcements, and executive decision-making. Drive consensus on outcomes that balance both value and risk.

Minimum qualifications

• Bachelor's degree or equivalent practical experience.

• 10 years of experience in channel sales or partnerships with security products.

• Experience in a quota carrying security sales role, with managed security service providers (MSSP) or security resellers.

• Experience managing business performance of partners and mapping partner capabilities and priorities to meet/exceed quarterly revenue goals and drive quarterly business reviews with key security partners.

Preferred qualifications

• Experience with the security operations (Sec Ops) toolset including security information and event management (SIEM), security orchestration, automation, and response (SOAR), threat intelligence and endpoint detection and response (EDR) tools.

• Experience in channel sales, with an understanding of the Google Cloud partner ecosystem and the role of partners in cloud transformations.

• Experience leading complex operational and strategic initiatives.

• Experience engaging with, and presenting to, technical stakeholders and executive leaders.