We are seeking a highly motivated and execution-focused Global Security Partner Development Manager to join our Cloud Security Channel team. This hybrid role is designed for a cybersecurity channel professional who excels at both operational program management and Go-to-Market (GTM) execution.
In this role, you will bridge the gap between ecosystem planning and active partner enablement. You will be responsible for supporting the integration of acquisitions and aligning partner program tiering, while actively leading the GTM execution, enablement workshops, and activation programs for our AI security solutions. A strong foundational understanding of Artificial Intelligence (AI) and how it intersects with modern cybersecurity is critical for driving the adoption of our next-generation tools.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: $121000 - $177000 (USD) + 66.67% bonus target + equity + benefits
Learn more about benefits at Google.
Responsibilities
- Support the operationalization of the Google Cloud Security partner ecosystem, managing engagement models and the integration of new solutions to drive partner growth.
- Oversee the partner-sourced security sales pipeline by analyzing data, addressing gaps with regional leads, and managing incentive programs to accelerate sales velocity.
- Execute partner-facing go-to-market playbooks for advanced security solutions, acting as a subject matter expert on AI Threat Defense and Generative AI for security operations.
- Organize and host technical workshops and activation events to train partners on deploying and selling AI-driven cyber defense tools, tracking metrics to replicate successful programs globally.
- Collaborate closely with internal Product, Channel Sales, and Partner Engineering teams to ensure regional strategies are aligned with product launches and local market needs.
Qualifications
Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 8 years of experience in partner development, channel program management, or go-to-market (GTM) enablement within the cybersecurity or cloud security sector.
- Experience with cybersecurity concepts (e.g., managed security service providers (MSSPs), security operations (SecOps), threat detection) and artificial intelligence (AI) and machine learning applications in cybersecurity (e.g., large language models (LLMs), generative AI security risks, or AI-driven security automation).
- Experience in pipeline analytics, customer relationship management (CRM) tools, program tracking, and planning and executing technical workshops, partner training programs, or GTM activation plays.
Preferred qualifications:
- Direct experience launching, enabling, or managing GTM programs specifically for AI-native or AI-enhanced enterprise software product
- Experience supporting partner program integrations and acquisitions.
- Familiarity with managing and allocating partner incentive funding and measuring program ROI.
- Outstanding communication and presentation skills, with experience delivering complex technical material (such as AI capabilities and data security) to both technical and sales audiences.