Google Alliances & Channel Manager, EMEA

Sales   |  London

Our Ideal Candidate:

• Working in a Partner/Alliances/Channel role.

• Experience in Application Software / Business Transformation Sales.

• Software industry – Intelligent Automation industry a big plus.

• Experience in driving partner strategy and execution for Google and Blue Prism Alliance Partners

• Experience in creating joint solutions for Google and Alliance Partner companies; positioning joint value propositions to enterprise customers

• International experience will be helpful. Personal attributes

• Self-motivated, results orientated, proactive and reliable.

• High energy and shows passion and commitment.

• Credible and have gravitas.

• Willingness to travel.

Your Responsibilities:

• Primary relationship owner for Google in EMEA.

• Work with Blue Prism and Google Sales to achieve Blue Prism quarterly revenue goals. This includes identifying target accounts, conducing Google-Blue Prism peering/co-sell calls.

• Work closely with the Google to help identify, develop, forecast and manage opportunities to achieve the Google revenue goals for GCP consumption by solution area, by industry, by relevant stakeholder partners.

• Gain an in-depth understanding of GCP’s products, Blue Prism-Google Joint Reference Architecture, Joint Solutions and Targeted Use Cases.

• Recruit, develop and maintain Google EMEA contacts (at all levels) for both sales and delivery.

• Development and execution of Blue Prism-Google business plan in conjunction with the Google Global Director and Blue Prism Sales team.

• Develop an understanding of the markets Google and our strategic alliance partners operate in, and Google’s own competitive strategy.

• Ensure this knowledge is continually shared with team members and Blue Prism stakeholders.

• Actively promote a program to develop increased commitment and Robotic Automation sales competency and capacity.

• Work with EMEA Marketing to develop Lead Generation programs (e.g., Events, Summits, Workshops, etc.) to drive the maximum ROI from any marketing investment into demand generation campaigns and vertical market plans.

• Conduct sales presentations to and in conjunction with Google and our partners to our mutual clients until they achieve self sufficiency.

• Proactively drive awareness of the Blue Prism strategy and proposition at all levels across Google.

• Transition relationships to appropriate sales and support team members as appropriate.

Key Skills Needed:

• Strong experience in a commercial Partner/Alliance/Channel sales environment with proven success.

• Strong experience in sales, value proposition development and delivery, solution development and delivery.

• Solid background of achieving revenue goals, with multi-million dollar deals.

• Self-Starter with high levels of motivation and ability to follow-through on actions and ability to get the job done with limited day-to-day management.

• Ability to develop strong relationships and partner with Blue Prism, Google and System Integrators Sales personnel.

• Strong customer and partner facing communications and presentation skills

• Excellent understanding of complex solution sales cycle and a proven track record of successful solution selling.

• Broad industry experience – Corporates, Public Sector, BPO.

• Able to develop long-term relationships.

• Mixture of new business and account management.

• Excellent communicator both written and verbally.

• Inquisitive and tenacious with the ability to find new opportunities.

• Ability to recruit and manage a ‘virtual’ team to support themselves and the partners.

• Ability to work in a high pressure, fast moving and challenging environment

• Credible at executive and operational level.

• BS in Business or Technical with MBA preferred.