Google Cloud Alliance Manager

Role Overview

The purpose of this role is supporting the Google Cloud Partner activities and relationship for Atos Group, working to support the global Google Cloud alliance strategy in France.

This is fundamentally a role to support our sales activities, with goals based upon developing pipeline and supporting sales cycles. The successful candidate will need to ensure executive relationships are established to support Atos ambitions from the partner, drive an appropriate relationship map, develop a joint partner plan to achieve respective business growth, engage across all Atos industry sales teams and Business Lines to achieve success. The role is designed to achieve new business wins for Atos by utilising partners’ technology and sales capabilities; as well as delivering pipeline growth based on partner generated qualified opportunities.

Goals:

• Drive pipeline growth around agreed joint solutions.
• Running Joint account planning workshops between Atos and Google Cloud, with aim to drive joint proactive opportunities.
• Help achieve Goole Cloud revenue and sales targets by supporting key bids.
• Leverage Google Cloud incentive programs for sales teams for best possible win advantages.
• Implement a business development plan with Google Cloud local Partner Development Manager (PDM)
• Support the Atos business profitability goals leveraging partner relationships as appropriate.
• Develop and drive a French alliances plan in support of Global Google Cloud strategy.
• Manage the KPIs and contribution of Incentive and rebates for France from Google Cloud.
• Become the go to expert for all matters related to Google Cloud business within France and work with local and global Atos teams to simplify doing Google business.

Partner Management Responsibilities:

• Own, manage & grow the business relationship with Google Cloud to produce new opportunities for Atos services focus.
• Work closely with Industry Teams, Account Directors/CEPs and Business Line leaders supporting key strategic bids with partner sales & enablement.
• Develop and manage the opportunities pipeline with Google Cloud, Own and update local Business Plan.
• Direct activities across the complete alliance lifecycle, with a clear focus on the bottom line financial contribution of the Google 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 France 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 personnel are trained on appropriate partner solutions to the correct level of competency.
• Provide regular, effective reporting on the alliance state of bysiness (operational, relationship, opportunities, KPIs and financial success)
• Provide guidance & support to junior team members around partnership approaches and strategies for success.

Competencies and behaviours:

• Minimum of 10 years in sales or business development
• Minimum 5 years working with hyperscalers, either directly for a hyperscaler or with an SI or Consulting Business
• Strong relationship management skills and the ability to engage credibly with senior management & executives in Atos and Google
• Needs to live in/near to Paris and Google’s HQ, as expected to be there at least 25% of the time to network and promote Atos 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 France and to the USA on occasion
• Fluent in spoken & written English language as well French

Desirable:

• Experience of working with major software vendors as partners

• Indirect Alliances sales experience

• Knowledge & understanding of Atos TOM including Industries and Practices.