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Channel Account Manager, Security, Google Cloud



Sales & Business Development
Stockholm, Sweden
Posted on Wednesday, May 24, 2023


Minimum qualifications:

  • Bachelor's degree or equivalent practical experience
  • Experience in a direct selling or channels sales role in the enterprise software space
  • Experience with clients in the enterprise cybersecurity or IT field
  • Experience driving pipeline generation initiatives with partners in order to meet or exceed business goals

Preferred qualifications:

  • Experience with partners, value added resellers, managed security service providers, managed detection response or global system integrators
  • Product and solution knowledge of market trends in cybersecurity, Infrastructure as a service (IaaS), and Platform as a Service (PaaS)
  • Ability to build excellent and continuous relationships, promoting to C-level executives across security and IT business units, and ensure customer success and adoption, leading to customer expansion
  • Ability to prioritize, plan, and organize sales activity with attention to detail
  • Excellent problem-solving, communication, presentation, and intake skills

About the job

In this role, you will help us grow our cyber security business by building and expanding long-term, strategic relationships with our partners. As their trusted business partner, you will lead with empathy, while identifying innovative ways to multiply impact.

Google Cloud accelerates organizations’ ability to digitally transform their business with the best infrastructure, platform, industry solutions and expertise. We deliver enterprise-grade solutions that leverage Google’s cutting-edge technology – all on the cleanest cloud in the industry. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.


  • Support partners in their sales process, from lead generation to finalizing agreements. This will include driving direct customer engagement to outline the value proposition, specific benefits, and use cases that speak to their challenges and pain points, supporting pipeline development.
  • Develop and execute Go-to-Market plans with goals and metrics, including enablement and training, marketing programs, and alignment with security sales teams.
  • Maintain and report an accurate forecast in Salesforce and lead quarterly business reviews.
  • Ensure partners have all technical and sales tools needed to drive success.
  • Recruit and develop relationships with national partners, value added resellers (VARs), global system integrators, and local managed security service providers.

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