ISV Sales Specialist III, Google Cloud

About the job

The Google Cloud Platform team helps customers transform and build what's next for their business — all with technology built in the cloud. Our products are developed for security, reliability and scalability, running the full stack from infrastructure to applications to devices and hardware. Our teams are dedicated to helping our customers — developers, small and large businesses, educational institutions and government agencies — see the benefits of our technology come to life. As part of an entrepreneurial team in this rapidly growing business, you will play a key role in understanding the needs of our customers and help shape the future of businesses of all sizes use technology to connect with customers, employees and partners.

As an ISV Sales Specialist, you will support the joint go-to-market (GTM) success of Independent Software Vendor (ISV) partners, including generating, advancing, and closing co-sell opportunities alongside the Google Cloud field sales team through the Google Cloud Marketplace. You will work with ISV partners to create region-specific sales motions to increase awareness of the ISV within the Google Cloud field team, generate new leads, and accelerate active opportunities. You will work with Google Cloud customers to support the evaluation, procurement, and usage of ISV partner solutions.

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
  
• 10 years of technology related sales, business development, or channel sales experience at a business-to-business (B2B) software company.
  

Preferred qualifications:

• Experience building strategic business partnerships with enterprise Independent Software Vendors (ISV).
  
• Experience selling enterprise software solutions through Cloud Marketplaces.
  
• Experience working with, and managing, complex sales scenarios with multiple parties with differing goals.
  
• Experience creating new sales motions to scale best practices.
  
• Ability to work with Customer Engineers and customers' technical decision makers to secure a joint opportunity.
  

Responsibilities

• Build and grow relationships with existing ISV partners and customers by closing joint opportunities with Google cloud sales account teams and Google’s ecosystem.
  
• Develop regional co-sell plans and sales motions for ISV partners, working closely with cross-functional teams, including sales, customer engineers, and services teams.
  
• Drive sales plan achievement through ISV partner pipeline creation and reviews, ensuring sufficiency in pipeline creation, velocity, and win rate.
  
• Work with ISV partners, Google Cloud Sales teams, and customers to support transactions through the Google Cloud Marketplace, including distributor and reseller supported transactions.