Direct Sales and Partnerships Manager, Beam at Google

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XNote: By applying to this position you will have an opportunity to share your preferred working location from the following: New York, NY, USA; Mountain View, CA, USA.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.

• 10 years of experience in business development, partnerships, management consulting, or investment banking, or 8 years with advanced degree.

• Experience in the Consumer Electronics, Auto, OEMs, Telecom, E-Commerce/Retail, Apps, Ads, Gaming, or Technology industries.

• Experience working with C-level executives and cross-functionally across multiple levels of management.

• Experience managing agreements or partnerships.

Preferred qualifications:

• Master’s degree in Business Administration, Engineering, Computer Science, or equivalent practical experience.
• 8 years of experience in direct sales in the enterprise space.
• 8 years of experience in business development and strategic partner management.
• Experience in enterprise hardware/software sales.

About the job

As a Strategic Partner Development Manager, you'll open doors with potential partners, lead exploratory discussions and evaluate/develop business opportunities. You will lead cross-functional teams, provide thought leadership and serve as a mentor to managers and associates. You are comfortable escalating and presenting business development strategies and key issues to senior management. You'll work closely with Google Product, Engineering, Legal and Sales teams on new product initiatives and key strategic relationships that support our online advertising business.

Google Beam is a true-to-life 3D video communication platform, powered by Google AI that makes you feel together no matter the distance. The Google Beam team is working on launching a new category of products starting with our first enterprise product HP Dimension with Google Beam, that we aim to bring to customers around the world.

The Global Partnerships organization is responsible for exploring new opportunities with Google's partners. Google’s Global Partnerships team works with a wide range of partners to bring the best of Google to power their business. The Global Partnerships team supports Google’s own Product teams with essential partnerships to help Google’s user experiences in advertising, Search, Assistant, Maps, Travel, Shopping, Payments and more. Teams create product-enabling partnerships, go-to-market strategies and incubate business growth for a variety of products.

The US base salary range for this full-time position is $177,000-$256,000 + 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

• Inform Sales strategy development including pricing/discounting, internationalization, reporting, co-sell motions and more. Execute on the Direct Sales strategy to achieve program goals and sales goals.
• Build and maintain an active sales pipeline, tracking and prioritizing leads, and ensuring timely follow-up and engagement. Develop and execute strategies to identify and qualify potential sales leads through the funnel.
• Partner with external GTM partners (OEM, Channel Partners) to deliver on Beam sales.
• Provide thought leadership on sales strategy and product roadmapping, incorporating customer feedback and direct sales market insights. Ensure business and technical feedback is received and implemented to improve products.
• Build relationships with potential customers, understanding their needs, pain points, and priorities to tailor sales approaches, negotiate commercial terms and pricing with potential customers. Facilitate a smooth onboarding process for new customers and provide ongoing support.