Minimum qualifications:
- Bachelor's degree or equivalent practical experience
- 10 years of experience in business development, with experience in enablement programs with partners to meet or exceed business goals, and launching new go-to-market offerings.
- 7 years of experience with cloud-based ISV partnerships or Cloud Marketplaces.
Preferred qualifications:
- Experience at Salesforce or previous roles with direct responsibility for the partnership with Salesforce.
- Experience in one or more industry verticals (e.g., Retail, Consumer Packaged, Financial Services, Healthcare and Life Sciences, Media and Entertainment, Telecommunications).
- Ability to identify business opportunities, assess financial/business benefit, structure agreements, and discuss terms with strategic partners.
- Ability to navigate nuanced business conversations in support of Software-as-a-Service solutions.
- Understanding of Salesforce’s product portfolio, or similar solutions in the CRM, Customer Service, business or ERP domains.
About the job
Google's line of products and services to our clients never stops growing. The Partnerships Development team is responsible for seeking and exploring new opportunities with Google's partners. Equipped with your business acumen and extensive product knowledge, you are right on the front line of interacting with our partners, and helping them find ways to grow using Google's newest product offerings. Your knowledge of relevant verticals and relationships with key industry players will help shape our great applications and content for products such as YouTube, Google TV and Commerce.
As a JAPAC Partner Development Manager (PDM) you will play a critical role in Google Cloud's relationship with Salesforce you will be responsible for driving regional business execution, ensuring alignment with global teams, and fostering relationships with Salesforce’s regional leaders and field teams in Japan and Asia Pacific (JAPAC).
By adapting their approach to the goals and regional nuances of each market in JAPAC, the PDM will be responsible for the creation and driving of the strategic Go-To-Market plan while working with the different Salesforce teams, peers in the business, specialist, and marketing organizations.
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.
Responsibilities
- Own and be accountable for the coordination of the 360 degree engagement with Salesforce in JAPAC, collaborating closely with Google Cloud Business and Procurement, and maximizing strategic value of the partnership across sell-to, buy-from and co-sell.
- Identify and scope the opportunity for new Salesforce deployments in additional regions on Google Cloud in JAPAC.
- Own the co-sell business number for JAPAC. Be accountable to develop and execute the JAPAC Go-To-Market plan.
- Collaborate with marketing stakeholders and build a plan that sources new leads/opportunities for Salesforce on Google Cloud. Collaborate with SI partner teams at Google and at Salesforce to ensure GTM alignment.
- Leverage tools such as propensity analysis and account mapping to qualify and refine the regional pipeline across each sub-region/industry in JAPAC.