Google Alliance Lead Partner Management  530176

GCM 8

 

Responsibilities: -

• Own, manage & grow the business relationship with Google Cloud to produce new opportunities for Atos services focus.

• Work closely with Sales Directors, Account Directors and Business Line leaders supporting key strategic bids with partner sales & enablement.

 • Develop and manage the opportunities pipeline with Google Cloud, own and update the NA Business Plan.

• Direct activities across the complete alliance lifecycle, with a clear focus on the bottom-line financial contribution of alliance

• Engage with the executive team in Atos and the partner to ensure strategic support is in place and underpins agreed execution plans.

• Develop and implement appropriate alliance plans, backed by suitable business cases, engaging Atos business resources required to execute.

• Make recommendations accordingly to country Executives & Executive sponsors on the strategic direction, focus and success of the partnership.

• Drive regular reviews with the partner at all appropriate levels.

• Ensure that the assigned alliances continue to generate on-going value measurable through new business and pipeline growth.

 • Support joint initiatives to ensure that Atos Business Lines and Industry Teams to ensure personnel are trained on appropriate partner solutions to the correct level of competency • Provide regular, effective reporting on the alliance portfolio (operational, relationship, opportunities, KPIs and financial success)

• Provide guidance & support to junior team members around partnership approaches and strategies for success. Competencies and behaviors

• Minimum of 10 years in sales or business development.

• Minimum 5 years working with hyperscalers, either directly for a hyperscaler of with an SI or Consulting Business.

• Strong relationship management skills and the ability to engage credibly with senior management & executives in Atos and Partner organizations. Needs to be in local proximity to Google’s country office as expected to be there at least 25% of the time to network and ensure visibility.

• General understanding of cloud technologies, competitors, and partnership landscape

 • Strong commercial skills and understanding, aligning partnership to business growth with and understanding of, and the ability to negotiate, alliance commercial contracts.

• Have a sales mind-set and be able to articulate partner value into Atos sales strategies as well as driving the business development engagement between partners with Atos sales executives.

• Have a strong ability to work with virtual teams and able to provide leadership, direction, and recommendations around partner strategies when appropriate.

 • Ability to understand and articulate the Atos value proposition to the partners.

• Creatively generate mutual partner value propositions focused on opportunity development.

• Highly motivated self-starter with a hands-on approach and excellent planning skills

 • Excellent communications skills, both written and verbal

. • Ability to travel to support the role, in region and to the USA on occasion.

 • Fluent in spoken & written English language. Desirable

• Working with Google Cloud understanding their processes and having contacts within their organization. • Experience of working with major software vendors as partners

• Indirect Alliances sales experience

• Knowledge & understanding of Atos TOM including Industries and Practices