Sr Partner Development Representative - Google Cloud

About MarketStar: 

In everything we do, we believe in creating growth, for our clients, our employees, and our community. For the past 35+ years, we have been generating revenue for the most innovative tech companies across the globe through our outsourced B2B demand, sales, customer success, and revenue operations solutions. We are passionate about cultivating career advancements for our people, and support them through mentorship, leadership, and career-development programs. We provide service and support to our communities through the MarketStar Foundation. 
 
Our exceptional team is the cornerstone of MarketStar's accomplishments. We are proud of our award-winning workplace culture and to be named a top employer in our industry. These achievements are a testament to our six core values, embraced by our 3,000+ employees worldwide. From our headquarters in Utah, USA, to our global offices in India, Ireland, Bulgaria, Mexico, the Philippines, and Australia, we all work together to drive innovation and success. 

We are excited to have you apply to join our MarketStar team and can’t wait to discuss how we can help you find growth!   

About the Sr. Partner Development Representative: 

Google Cloud has made a significant partnership investment in 14 regional strategic system integrator (SSI) partners and is standing up a shared service to support their success in several go-to-market motions. One part of this shared service is to provide account mapping and propensity to buy consultation to these partners in a repeatable, virtual workshop with account teams. Once the workshops are complete, a select number of introductions to Google account teams will be made in an effort to ignite the co-sell motion between Google Cloud and these partners.  
 
What will you do?   

• Provide a consultative service to SSI partners to stand up their co-sell strategy by facilitating conversations to identify and document their ideal customer profile.  

• Using this documentation, leverage data propensity tools to identify strategic accounts aligned to partner business needs. Tools will include HG Insights and Intellibank, among others. No prior experience with the tools is required as training will be provided.  

• Deliver on defined targets for specified SSIs including opportunity qualification and triage support 

• Make compelling, well-researched pitches to Google Cloud sellers in an attempt to engage them to take new business meetings with these SSI partners. Pitches will be based on the account mapping services provided.  

• Provide reporting on a monthly/quarterly basis as defined and agreed upon with stakeholders  

• Identify partner business challenges and technical requirements, and map to the appropriate client contact and partner solution 

• Leverage repeatable sales plays as applicable and highlight opportunities to update industry pitches based on partner needs  

• Perform research to provide account intelligence, identify key stakeholders, and build relationships and identify workloads in discussions with IT-decision-makers and practitioners  

• Maintain sales opportunity hygiene with timely and accurate updates in Customer Relationship Management (CRM) tool as needed 

• Establish collaborative cross-functional relationships with peers, Sales, Customer Engineering, Partners, Marketing, and other key roles to drive results 

• Establish relationships with each partners’ development manager (PDM) and the Google Cloud shared services team. 

• Educate field on SSI’s offering, including tailoring to industry use cases  

• Pitch researched/qualified opportunities to both internal stakeholders and potential customers leveraging data analytics 

• Track and report on learned best practices to refine program success and adoption amongst SSI partners 

What will you need to succeed?    

• Bachelor's degree or equivalent practical experience.   

• Solid knowledge of existing and emerging cloud computing solutions and how to communicate with and motivate System Integrator partners.   

• Experience in inside sales, partner and/or relationship management.   

• Excellent written and verbal communication skills; must be able to lead online workshops and ensure account teams provide their deliverables    

• Strong experience in technology sales and Customer Relationship Management   

• Demonstrated record in exceeding sales pipeline or revenue goals in the technology industry with cloud computing solutions.   

•  Understanding of foundational cloud technologies with a passion for Google Cloud products, including proficient use of G Suite (ex. Sheets) 

• Excellent partner pipeline development and management skills, with ability to present Go-To-Market strategies and results   

What We Offer:  

In our commitment to our “We Care” value, we believe in providing employees with valuable mental and physical well-being benefits including: 

• Structured learning and career development programs 

• Mental health program 

• Generous Paid Time Off policy  

• Paid medical leave 

• Child/Dependent care reimbursement  

• Education reimbursement 

• 401k match, hardship loan program, access to financial wellness advisor  

• Comprehensive healthcare coverage including medical, dental, and vision   

The hourly pay range for this position is between $33.65 and $38.46. This pay structure may also include a variable bonus component of $10,000.00 annually. There are several factors to consider including but not limited to, the role’s responsibilities, experience, location, education/training, internal equity, and key skills. Your recruiter will provide more detailed information during the interview process.     

MarketStar is firmly committed to Equal Employment Opportunity (EEO) and to compliance with all federal, state, and local laws that prohibit employment discrimination. Reasonable accommodations are available on request for candidates taking part in all aspects of the selection process. If you are an individual who identifies as someone with a disability and require reasonable accommodation(s) to complete any part of the job application process, please contact us at people.success@marketstar.com for assistance.