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 in one or more industry sectors: Retail, Consumer Packaged Good, Financial Services, Healthcare and Life Sciences, Media and Entertainment, Telecommunications.
- Experience at ServiceNow or with a partnership with ServiceNow.
- Understanding of ServiceNow’s product portfolio, or similar solutions in the IT Service Management, IT Business Management, IT Operations Management, Customer Relationship Management and Customer Service domains.
- Ability to navigate business conversations in support to Software-as-a-Service solutions.
- Excellent problem-solving, communication, and presentation skills with ability to collaborate across organizational boundaries.
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.
The JAPAC Partner Development Manager (PDM) plays a critical role in Google Cloud's relationship with ServiceNow. You are responsible for driving regional business execution, ensuring alignment with global teams, and fostering relationships with ServiceNow'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, you will be responsible for the creation and driving of the Go-To-Market plan while working with the different ServiceNow teams, peers in the sales, specialist, and marketing organizations. You will build relationships with the ServiceNow executive suite in JAPAC, sales organization, and channel partners to ensure there is an alignment with the Google Cloud executive team. You will deliver growth across multi-channel motions, ensure the appropriate executive mapping and drive regular business reviews to align plans, Key Performance Indicators and business growth goals for each market.
Responsibilities
- Own the coordination of the engagement with ServiceNow in JAPAC, collaborating with Google Cloud Sales and Procurement, and improving the value of the partnership.
- Identify and scope the opportunity for new ServiceNow deployments in additional regions on Google Cloud in JAPAC.
- Own the business growth from joint promotional activities for JAPAC. Be accountable to develop and execute the JAPAC Go-To-Market (GTM) plan.
- Collaborate with marketing stakeholders and build a plan that sources new leads/opportunities for ServiceNow on Google Cloud. Collaborate with System Integrator (SI) partner teams at Google and at ServiceNow to ensure GTM alignment and three-way business-plays.
- Leverage tools such as propensity analysis and account mapping to qualify the regional pipeline across each sub-region/industry in JAPAC.
