Director, Partnerships and Ecosystem, AI/ML
Location
Sunnyvale, CA | United States
Job description
Minimum qualifications:
- 15 years of experience in Partner Management, Partner Go-to-Market, or Business Development at an enterprise software or cloud company.
- 10 years of experience with Cloud or SaaS companies, driving product/solution sales, including experience with Cloud or SaaS business models, GTM models, and ecosystem strategies.
- 5 years of experience in data, analytics, or AI/ML products, services, and solutions for cloud.
- 5 years of experience working both internally and externally at VP level across product, engineering, and sales teams.
Preferred qualifications: - MBA, Master's degree, or PhD in a technical field.
- Technical product certifications and/or project experience, including familiarity with product lifecycle development processes.
- Experience in a matrixed/cross-functional environment, with excellent influencing and collaboration skills to drive joint delivery of objectives and key results.
- Experience delivering product business growth through partners globally.
- Knowledge of System Integrators (SIs)/Service Providers (SPs), Managed Service Providers (MSPs), Independent Software Vendors (ISVs), and the cloud ecosystem.
- Ability to execute with confidence in ambiguous situations, and be an advocate for an inclusive and diverse environment where everyone can be their best selves.
About the job The Global Partnerships team develops the ecosystem strategy, partner programs, and supports strategic partnerships across Google Cloud and AI/ML. Through these technical and business partnerships, we seek to build joint success, customer multipliers, and a thriving ecosystem of partners aimed at delighting customers.
As the Director of Partnerships and Ecosystem across AI/ML, you will evaluate the existing ecosystem capabilities and partnerships for these product areas, define the ecosystem of the future, and build the programs, relationships, and strategies that empower our partners to increase end-customer value through our AI/ML solutions. Based on a deep understanding of Google Cloud's product strategy in these areas, you will define the partner go-to-market strategy, engage with our partners' C-level executives, and mature partner relationships to synergize partner programs, partner product GTM, product development, and ecosystem priorities. This will be done by creating the strategic vision in collaboration with internal and external stakeholders across product, engineering, marketing, and customer-facing organizations as well as creating the operating frameworks and business rhythms to optimize for outcomes and customer value.
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.
The US base salary range for this full-time position is $246,000-$361,000 bonus equity benefits. Our salary ranges are determined by role, level, and location. The range displayed on each job posting reflects the minimum and maximum target for new hire salaries for the position across all US locations. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google .
Responsibilities - Maintain a deep understanding of Google Cloud's Product and GTM strategy across AI/ML to effectively communicate the "why, how, and what" of a partnership narrative.
- Develop and articulate the ecosystem direction for the future as a thought leader, leveraging product/market understanding and requirements for go-to-market activation. Identify, build, and enhance the partner programs and incentives required to deliver success for partners and customers at scale.
- Define business targets and measurement through ongoing Rhythm of Business, MBRs/KPI/Performance metrics, annual planning, and priority partner selection/coverage.
- Manage indirectly a cross-functional team spanning partner enablement, partner programs, incentives, and partner management.
- Understand, communicate, and align across multiple organizations the "better together" value proposition of partnerships to sell and drive business across our AI/ML portfolio.
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