Experience Range:
Minimum 3 years of experience in B2B Sales, Partner Management, Business Development, or Account Management within the SaaS/Cloud technology sector, particularly within the Google Cloud ecosystem.
Must Have Technical/Functional Skills
• Partner lifecycle / portfolio management
• B2B sales, account management, or business development
• ISV / SaaS / Cloud ecosystem knowledge
• Co-sell readiness and pipeline generation
• Google Cloud / Cloud Marketplace fundamentals
• Partner onboarding and enablement
• Deal / blocker resolution
• KPI tracking and business analysis
• Partner Focus: Proven track record of managing large portfolios of business partners, executing strategic menus of service, and driving co-sell motions.
Roles & Responsibilities
1. Partner Ecosystem Enablement & Activation
• Portfolio Management: Manage a large, scaled portfolio of Tier 3 ISV partners, optimizing their sales performance and guiding them through the partner lifecycle from onboarding to active co-selling.
• Co-Sell Readiness: Equip partners with the right tools, resources, and cloud program knowledge to map their solutions to our ecosystem and achieve co-sell readiness.
• Marketplace Entry: Assist partners in navigating Google Cloud Marketplace listings and initial enablement to drive ecosystem visibility and adoption.
2. Strategic Menu of Services & Pipeline Conversion
• Lifecycle Execution: Guide partners through a strategic service framework—Plan, Establish, Execute, Optimize, and Adjust—to ensure sustained value and consistent growth.
• Sales Stage Influence: Focus relentlessly on early pipeline velocity, establishing Stage 1 Conversion as the primary metric for partner success.
• KPI Attribution: Track and optimize Business KPI Influence, accurately mapping partner impact across Direct Influence, Indirect Influence, and Enablement channels.
• Customer-Centric Growth: Align ISV partner initiatives with customer-centric sales motions to drive immediate, real-time market impact.
3. Sales & Deal Support
• Pipeline Generation: Drive partner-led lead generation and assist in identifying new joint sales opportunities within the SaaS and Cloud landscape, progressing deals through Pipeline Stages 1, 2, and 3.
• Blocker Resolution: Act as the primary liaison between the partner, internal support teams, and technical specialists to quickly resolve commercial or deployment blockers.
Generic Managerial Skills:
Stakeholder management
Strong communication
Problem-solving
Decision-making
Collaboration
Planning & execution
Leadership & ownership
Adaptability
TCS Employee Benefits Summary:
Discretionary Annual Incentive.
Comprehensive Medical Coverage: Medical & Health, Dental & Vision, Disability Planning & Insurance, Pet Insurance Plans.
Family Support: Maternal & Parental Leaves.
Insurance Options: Auto & Home Insurance, Identity Theft Protection.
Convenience & Professional Growth: Commuter Benefits & Certification & Training Reimbursement.
Time Off: Vacation, Time Off, Sick Leave & Holidays.
Legal & Financial Assistance: Legal Assistance, 401K Plan, Performance Bonus, College Fund, Student Loan Refinancing.
Salary Range: $85k - $105k a year + Benefits
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