Description:
The Hardware Partnerships team was formed with the purpose of bringing the best of Google’s software and hardware to our users by bringing to market and distributing a Google-branded hardware portfolio. The team is responsible for managing all partnerships with carriers at a regional level. This includes the partnerships for products such as Pixel, Nest, and Google Services.
Responsibilities
- The primary function of the Pixel Enterprise Channel Sales Manager is to meet or exceed the sales goals as put forth in the annual sales plan
- Build a pipeline of new business by identifying and initiating relationships through outbound prospecting, consulting, educating, pitching, closing, and relationship management
- Construct and execute an effective channel/vertical/industry development plan for Google Pixel for Business Enterprise?
- Manage complex sales cycles, by building and maintaining relationships to influence long-term strategic direction
- Conduct product presentation and training sessions, attend reseller and partner roadshows and industry events
- Partner with Google sales enablement, Android and Pixel engineering, and marketing to provide an excellent solution centric customer experience
Additional Responsibilities
- Program and Event Execution
- Lead execution of programs, promos, trainings and events by coordinating with carrier team and XFN internal teams
- Analyze lift and ROI on incentives and recommend scalable option
- Report out on pilot programs, promo executions and event results
- Manage Sell Out Performance
- Monitor and analyze activations results & develop action plans for national & channel executions
- Develop specific pilot programs, incentives, trainings and events focused on increasing regional Google market share, sales lift while minimizing CPU
- Business Development & Planning
- Lead joint business planning (annual and quarterly) with carrier partners
- Create strategy with Account Managers to increase Google portfolio sales based on partner opportunities
- Report out on insights and actions plan to Account Manager and cross functional partners
- Conduct analysis and in-the-field research (e.g., competitive presence, which areas Google is over/under performing and why)
Qualifications
- Bachelor's degree in Business or Engineering
- Minimum 10 years of experience in enterprise mobility sales, business development, partnerships, solutions planning and consulting. Mobile OEM and carrier experience preferred
- Extensive knowledge and experience across the enterprise mobility ecosystem including device manufacturers, carriers and mobile device management (MDM) solution providers
- Experience working with C-level executives and cross-functionally across all levels of management
- Ability to define and drive large initiatives across organizational boundaries and represent and advocate complex business or technical concepts internally and externally
- Excellent communication and collaboration skills with natural ability to think and act like an owner
- Strong negotiator with a partnership approach; ability to represent Google in deal discussions and structure terms to achieve strong ongoing partner alignment