Strategic Alliance Manager III, Security, Google Cloud

About the role

The Security team's mission is to work internally across all the business and functional teams that interface with Google’s 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 a Security Strategic Alliance Manager, you will embed Google’s Security suite of products with Partner’s existing go-to-market strategy. Joining experts in cloud computing, big data, machine learning and cybersecurity, you will help build out the next generation of security intelligence solutions.

Responsibilities

• Own the process of growth acquisition through selected partners to meet assigned goals, selling to partner accounts and facilitating business opportunities after the initial sale.
• Develop and execute on business plans that provide consistent year over year business growth in selected partner accounts.
• Maintain a consistent set of Sales, Technical and Marketing benefits to partners that will facilitate their growth.
• Build connections with Sales Managers and Partner Solutions to drive partner attach in all accounts.
• Provide input on business opportunities, agreement discussions, market announcements, and executive decision-making.
• Drive consensus on outcomes that balance both value and risk.

Requirements

• Bachelor's degree or equivalent practical experience.
• 10 years of experience in management consulting, business development, alliances, or channel sales.
• 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 targets and drive quarterly business reviews with key security partners.

Qualifications

• Experience in a quota carrying enterprise sales role.
• Experience developing Artificial Intelligence (AI) integrations and use cases.
• Experience with Security Operations (SecOps) toolset including Security Information and Event Management (SIEM), Security Orchestration, Automation, and Response (SOAR), Threat Intelligence and Endpoint Detection and Response (EDR) tools.
• Experience building joint offerings, while-label or Original Equipment Manufacturer (OEM) offerings between Software-as-a-Service (SaaS) Security solutions and Service Providers.

Skills

• Ability to develop and execute business plans.
• Strong communication and collaboration skills.
• Understanding of managed security service providers and their market dynamics.
• Knowledge of AI and cybersecurity technologies.
• Ability to analyze market trends and develop strategic recommendations.

Benefits

• Competitive salary range: $147,000 - $214,000 (USD)
• 66.67% bonus target
• Equity
• Comprehensive benefits package

Pay

$147,000 - $214,000 (USD) + 66.67% bonus target + equity + benefits

Schedule

Full-time