Partner Sales, Senior Manager; GCP

Soft Serve is a digital authority that advises and provides service at the cutting edge of technology. We empower enterprises and software companies to (re) identify their differentiation, accelerate solution development, and vigorously compete in today’s digital economy.

The GCP Partner Sales will drive the execution of the market partner strategy in collaboration with our leaders and actively drive towards our partner goals throughout the year. They will manage and execute the GTM partnerships strategy, converting partnerships into tangible sales opportunities. This role is the primary Soft Serve brand ambassador and should exhibit the problem solving, execution, thought leadership, leadership, and executive presence attributes to fulfill the role responsibilities while also working within the culture and character of the company.

They will engage with cloud partner field sales to communicate Soft Serve’s differentiation and capabilities.

Specifically, the PSM will work with key partner stakeholders such as Client Partners, Solution Architects, Partner Development Managers, Sales Executives, District Managers, and Business Development Managers. The PSM will build cadence around key activities, including planning monthly and quarterly sales outreach, facilitating joint campaigns and GTM initiatives, reporting on KPIs and opportunities, and collaborating with sales and demand generation teams.

• Emphasis on both New Logo and Portfolio growth
• Ownership of Partner Sales for Strategic GTM Alliance in sub scope of purview in local subregional scope of purview
• PSM’s goal of creating qualified pipeline
• Serve as partnership SME to Soft Serve’s sales teams and supporting resources
• Introduce deals to AE/CP/CE for collaborative sales effort
• Contribute to integrated close plans across Soft Serve & vendor partner teams
• Partner co-sell best practices training and enablement in support of management and growth of joint accounts (i.e. portfolio expansion)
• Drive targets based on territory/ industry (Pipeline, booking, billing)
• Convert Qualified Partner Leads (PQLs) to Partner Opportunities
• Qualify opportunities for focused demand
• Oversee partner channel lead/ pipeline qualification & injection
• Assist with execution of partner marketing plans
• Contribute to geo & vertical-specific target account lists and integrated account plans across Soft Serve teams
• Promote our tailored account & vertical industry POVs, industry value maps, and differentiated industry solution offerings with our strategic partners

• Single point of contact for partners
• Build strong and trusted relationships within strategic partner ecosystem
• Engage with Partner Development Managers (PDM) and sales teams
• Drive local brand awareness and solution communication with our top partners through networking, marketing campaigns, partner events, and strategic account planning
• Accelerate adoption of Soft Serve’s portfolio of services in the through a structured sales enablement plan
• Develop Local Partnership Plans in alignment with Soft Serve account plans
• Foster Seller-to-Seller relationships

• Track PQLs, % Direct New Logo attribution, Influenced Portfolio Partner contribution, registrations, and partner MRR/ARR
• Manage and maintain partner status.
• Internal / external partner pipeline governance
• Responsible for pipeline reporting and working with Soft Serve Account Executives and Partner Managers to ensure pipeline information is thorough and accurate
• 7+ years combined experience in partner management (
  GCP
  ), technology sales, business development, or consulting/professional services
• Strong understanding of foundational enterprise technologies (cloud, compute, data, database, visualization, etc.)
• Demonstrated experience leading GTM initiatives aligned with Google Cloud Platform
  . Weighted consideration given to candidates possessing one or more formal certifications from these Cloud hyperscalers
• Understanding of leading technologies platforms such as Salesforce, SAP, Service Now, and leading technologies in data analytics and AI
• Can structure and solve complex,…