Partner Co-Sell Strategy and Governance Lead

About the job

As the Partner Co-Sell Strategy & Governance Lead, you will drive the strategic design, operational management, and execution of global co-sell planning across our partner ecosystem. You will sit at the core of redefining our go-to-market mechanics, and defining "what to do next" for both sellers and partners. You will build and scale the operational models that govern live deals, from establishing exit criteria and formal hand-offs to optimizing performance metrics such as attach rates, partner-sourced pipeline, and coverage ratios.

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.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
  
• 10 years of experience in channel sales, partner management, sales operations, management consulting, or a corporate advisory role.
• 5 years of experience in people management, leading teams, and directing cross-functional projects.

Preferred qualifications:

• MBA or Master's degree in business, economics, or a related analytical field.
• Experience establishing partner business planning frameworks, capacity planning models, and target distribution/cascading processes.
• Experience designing, managing, and executing partner co-sell plans, including service & IP co-sell methods by partner type and segment.
• Excellent leadership, communication, and presentation skills, with experience presenting to and influencing director- and VP-level leadership.
• Track record of driving role clarity across global and regional teams, establishing standardized governance rules, and managing Business Planning (BP) and Marketplace (MPL) designs.

Responsibilities

• Design, scale, and govern global service & IP co-sell methodologies by partner type, while establishing execution frameworks including deal stages, exit criteria, and field hand-offs.
• Implement repeatable sales plays and role clarity frameworks across global and regional teams to streamline end-to-end deal execution.
• Align co-sell strategy with Business Planning (BP) and Marketplace (MPL) designs, ensuring tight integration with core incentive structures.
• Define and report on key success metrics, including attach rates, partner-sourced pipeline, and coverage ratios, to monitor performance.
• Collaborate cross-functionally with Sales Ops, Product Management, and regional leaders to resolve operational friction and enforce global execution "non-negotiables."