What You'll Do
As the Alliance Manager for Google Cloud, you'll be the primary driver of our partnership, responsible for assisting to define and execute a multi-year strategy that accelerates our mutual business. This is a critical role that goes beyond traditional partner management, requiring a forward-thinking approach to capitalize on key partner programs, relationships, and drive revenue.
Key Responsibilities:
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Joint Business & GTM Strategy Development: You will assist in the creation a comprehensive, multi-quarter business plan with Google Cloud that outlines specific target markets, joint value propositions, and revenue targets. This plan will define exactly how we will win together.
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Pipeline Generation & Co-Sell Management: You'll be responsible for actively assisting the sales team to identifying new customer opportunities and orchestrating co-sell motions between our sales teams and Google's field sellers.
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Partner Program & Incentive Navigation: You'll have a deep understanding of Google's incentive programs, rebates, and funding mechanisms. Your goal is to maximize profitability and make Burwood the most profitable and easiest partner for Google to work with.
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Sales & Technical Enablement: You'll drive a programmatic approach to enabling our internal teams. This involves ensuring our sellers, architects, and consultants can articulate the joint value proposition and that our technical team meets the required certifications to maintain and elevate our partner tier.
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Executive Relationship Mapping & Governance: You will build and maintain a multi-threaded relationship with Google, from field sellers to C-level executives. This includes leading Quarterly Business Reviews (QBRs) to track progress against our joint business plan and ensure strategic alignment.
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Joint Marketing Campaign Orchestration: In collaboration with our marketing team, you will leverage Google's marketing resources to execute demand generation activities. This could include joint webinars, case studies, digital campaigns, and events to generate qualified leads for the co-sell pipeline.
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Operational Cadence & Forecasting: You will maintain a rigorous operational rhythm, including joining pipeline reviews, accurate forecasting of partner-related revenue, and co-managing the operational requirements within Google’s partner portals. This ensures predictability and accountability for our joint business.
Who You Are:
- A seasoned professional with a minimum of 3-5 years of experience in strategic partnerships, business development, or channel sales, with a minimum of 2+ years directly managing a Google Cloud partnership.
- A leader with a proven ability to define and execute business development strategies, build cross-functional teams, and foster critical relationships at the C-level.
- Familiarity in at least two of the following key Google Cloud solution areas: AI/ML/GenAI, Data Analytics/Data Modernization, or Cloud Security.
- Strong understanding of modern cloud partner economics, including co-sell motions, Google Cloud Marketplace transactions, and partner incentives.
- Experience operating in a fast-paced environment, with a demonstrated history of overcoming ambiguity to drive measurable results.
Why Burwood?
We're not just looking for a manager; we're looking for a leader and builder who wants to make a significant impact. This role offers the autonomy and support to shape our future with one of the world's leading technology companies. If you are passionate about the future of cloud and have a knack for turning partnerships into a core growth engine, we encourage you to apply.
The Perks
If you ask any of our employees here at Burwood, “what we love”, the top answer is always the same: our culture. Our employees are driven, innovative, fun-loving, and always willing to help. In addition to that, Burwood also offers some fantastic benefits:
- 401(k) and Roth 401(k) savings plan, complete with a company match
- Generous vacation days
- Health, dental, and vision insurance
- Life and accident insurance
- Short- and Long-Term Disability coverage
- Flexible work-from-home policy
- Flexible spending accounts for pre-tax healthcare and transit/parking expenses
- Access to financial planning expertise
Compensation packages at Burwood Group are based on various factors unique to each candidate, including work location, skillset, experience, qualifications, and other job-related reasons.
The estimated salary range for this role is ($105,00-$135,000). This role may also be eligible for incentive compensation based on individual and/or company performance. Sales roles have an additional opportunity to earn substantial variable compensation tied to quota achievement.
Our Commitment to Diversity & Inclusion
We are not intent on being the largest company, but rather, the best. These are the words we live by. This means we welcome all the best talent, regardless of gender, race, ethnicity, sexual orientation, disability, religion, or age.
Being open to all cultural backgrounds, life experiences, thoughts, and ideas not only strengthens company culture but also encourages different-in-kind thinking and promotes economic success.
