Menlo Security is looking for an experienced and highly motivated Google Alliance Manager to join our Strategic Alliances team. In this role, you will be responsible for developing and nurturing our strategic partnership with Google Cloud, driving revenue growth, and expanding market presence through joint go-to-market initiatives.
You will play a pivotal role in strengthening our relationship with Google Cloud, identifying new opportunities, and ensuring successful execution of our alliance strategy.
This is a remote position within the USA.
What you’ll do:
- Develop and execute comprehensive strategies to drive market penetration and revenue growth with the Google Cloud sales team.
- Establish and maintain strong relationships across Google Cloud’s sales, product, and channel organizations, including senior-level executives.
- Develop and manage a robust pipeline of joint opportunities, working closely with Google Cloud and field sales teams.
- Drive executive alignment and sponsorship across both companies to ensure strategic priorities are met.
- Evangelize the value and benefits of Menlo Security’s solution to Google Cloud stakeholders, fostering a deep understanding of our joint value proposition.
- Collaborate with field sales teams to provide deal support, sales enablement, training, and strategic account planning.
- Define and track joint sales goals, metrics, and KPIs to measure success and identify areas for improvement.
- Participate in Google Cloud events, QBRs, and internal meetings to represent Menlo Security and identify new opportunities.
- Conduct regular business reviews with Google Cloud to review progress, address challenges, and plan future initiatives.
- Identify opportunities for product integration and collaboration, working closely with our Product Management team to align roadmaps.
- Collaborate with Marketing to develop co-branded content, campaigns, and events that generate demand and accelerate pipeline.
- Ultimately, be accountable for driving pipeline, revenue, and overall business growth through the Google partnership.
Qualifications:
- 8+ years of experience in business development, alliance management, or strategic partnerships, with a strong focus on enterprise software or cybersecurity.
- 5+ years of direct experience working with Google Cloud, specifically in partnerships or sales roles.
- Deep understanding of Google Cloud’s organizational structure, sales motions, and partner ecosystem.
- Proven ability to build and maintain strong relationships at all levels, including C-suite executives.
- Demonstrated success in driving revenue growth through strategic alliances and joint go-to-market initiatives.
- Excellent communication, presentation, and negotiation skills.
- Ability to work independently and collaboratively in a fast-paced, dynamic environment.
- Strategic thinker with a strong track record of developing and executing complex Go-to-Market strategies.
- Familiarity with cybersecurity solutions and market trends is a plus.
- Bachelor’s degree in Business, Marketing, Computer Science, or a related field. MBA is a plus.
