Global Partner Development Manager, Distribution, Google Cloud Security Sales
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Minimum qualifications:
- Bachelor's degree in Business, Computer Science, Engineering, or equivalent practical experience.
- 10 years of experience in enterprise cybersecurity sales, channel partnerships, or go-to-market roles across cloud security, threat intelligence, or Security Operations (SecOps).
- 7 years of experience managing two-tier distribution, global IT distributors, and Tier-2 value-added reseller (VAR) or MSSP partner ecosystems.
- Experience structuring commercial distribution agreements, discounting matrices, rebate programs, partner margin models, or multi-product bundles.
- Experience developing global or multi-region channel go-to-market strategies and scaling distribution operations through digital partner portals, quoting tools, or cloud marketplaces.
Preferred qualifications:
- MBA or advanced degree in a technical or business field.
- Deep fluency in Google Cloud Security, Mandiant threat intelligence, and Chronicle SecOps architectures (or equivalent enterprise security platforms).
- Track record modernizing traditional two-tier distribution toward cloud marketplaces, SaaS delivery, and automated CPQ, EDI, or API integrations.
- Established executive relationships across premier global IT distributors (e.g., Ingram Micro, TD SYNNEX, Carahsoft) and cybersecurity VARs/MSSPs.
- Proven ability to influence executive leadership and drive cross-functional initiatives in a matrixed global sales organization.
- Demonstrated success adapting global channel strategies into localized regional execution across AMER, EMEA, APAC, and LATAM.
About the job
As the Strategic Distribution Lead for Google Cloud Security Sales, you will architect and lead our global two-tier distribution go-to-market (GTM) motion. Managing one or more strategic distributors, you will serve as the executive nexus across global partner leadership, regional sales, security specialists, and operations to drive high-volume, partner-led business.
Your mandate is to accelerate growth across Google Cloud Security’s portfolio—including Google Threat Intelligence (GTI), Chronicle SecOps, and Mandiant—through strategic and operational channel leadership:
You will lead multi-year distribution plans, joint business planning (JBP), and QBRs across AMER, EMEA, APAC, and LATAM to accelerate year-over-year (YoY) growth. You will partner with Finance, Legal, and Product teams to shape packaging, tiered pricing, agreement registration, and rebate frameworks. You will scale tier-2 value-added reseller (VAR)/managed security service provider (MSSP) recruitment, deploy market development funds (MDF) programs, and monitor sell-through pipeline analytics. You will drive distributor product certifications and resolve operational hurdles alongside cross-functional teams.
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.
Individual pay is determined by factors including job-related skills, experience, and relevant education or training.US: $147000 - $213000 (USD) + 66.67% bonus target + equity + benefits
Learn more about benefits at Google.
Responsibilities
- Architect and steer the multi-year global distribution strategy across AMER, EMEA, APAC, and LATAM, balancing global consistency with localized channel dynamics to accelerate YoY revenue growth.
- Lead executive joint business planning (JBP) and quarterly business reviews (QBRs) with assigned global distributors to establish shared financial commitments, key performance indicators (KPIs), and strategic pipeline health.
- Partner with Pricing, Finance, Legal, and Product Management to streamline commercial approvals and design differentiated bundling, tiered discounts, agreement registration governance, and rebate frameworks that protect margins.
- Scale Tier-2 VAR and MSSP onboarding through programmatic MDF, co-marketing demand campaigns, and analytics tracking sell-in, sell-through, and pipeline conversion velocity.
- Deliver distributor sales and technical certification curricula across Google Threat Intelligence, Chronicle SecOps, and Mandiant while resolving quoting and licensing escalations across Sales Operations, direct sales, and partner engineering.
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