Vendor Alliance Manager - Google

Position Summary

As the Vendor Alliance Manager - Google Cloud & Workspace, you will be the single point of contact for all matters related to licensing, deal structuring and sales enablement for Google Cloud and Google Workspace. Acting as a trusted advisor, you will liaise between Google, Pax8 sales representatives and the partner to ensure programs and licensing proposals are accurate, compliant, and aligned with customer requirements. You will drive pipeline growth, optimise subscription and licensing models, and provide expert guidance on the full suite of Google Cloud and Workspace products and programs.

Essential Responsibilities (includes, But Is Not Limited To)

Deal Structuring & Licensing Expertise

• Provide detailed guidance on Google Cloud and Workspace licensing, ensuring compliance with current partner programmes and agreements.
• Build and price proposals, quotations and renewal plans;
• Analyse customers existing software estates and usage patterns to recommend optimal licensing models and develop business cases for migrations and adoption.
  
  

Sales & Pipeline Management

• Develop territory or account plans to drive Google Cloud and Workspace opportunities; lead prospecting, qualification and account development.
• Achieve or exceed quarterly and annual sales targets; forecast and report pipeline status for internal stakeholders.
• Collaborate with Google account teams, customer engineers, marketing and channel partners to devise gotomarket strategies, create pipeline and close deals.
  
  

Stakeholder Liaison & Relationship Building

• Serve as the primary liaison between Google, Pax8 representatives and the partner to resolve licensing questions, negotiate terms and execute deals.
• Establish and maintain longterm relationships with customers and partners, acting as a subjectmatter expert and trusted advisor on cloud productivity and collaboration solutions.
  
  

Enablement & Advisory

• Keep Pax8 representatives and partner staff informed about changes in Google Cloud/Workspace licensing policies, promotions and program updates.
• Provide training and enablement on licensing, pricing tools and deal processes; ensure correct use of the Partner Sales Console and other relevant tools.
  
  

Operational Excellence

• Coordinate with legal, procurement and finance teams to ensure agreements meet compliance and contractual requirements.
  
  

Ideal Skills, Experience, And Competencies

• Previous experience working with a Google Partner or distributor is a must; with deep knowledge of Google Cloud Platform (GCP) and Google Workspace licensing models.
• 710+ years of experience in cloudsolution sales, with a focus on SaaS/PaaS licensing and deal structuring.
• Demonstrated track record of meeting or exceeding sales quotas in a B2B environment.
• Experience coordinating with crossfunctional teams (sales engineers, technical leads, legal, procurement)
• Strong negotiation and dealstructuring skills, with an ability to explain complex licensing options in clear business terms.
• Excellent verbal and written communication skills; capable of building relationships with stakeholders at all levels.
• Proficiency with CRM tools (e.g., Salesforce) and Google Partner Sales tools.
• Ability to prioritise tasks, manage multiple deals simultaneously and deliver in dynamic business cycles.
• Relevant Google certifications such as Google Workspace Sales Credential, Google Cloud Sales Credential or Professional Cloud Architect are highly desirable.
  
  

Preferred Attributes

• Familiarity with other public clouds (e.g., AWS, Azure) and comparative licensing models.
• Passion for continuous learning and staying uptodate on changes in cloud licensing and partner programs.
  
  

Why join Pax8

Well here are a few points of how we value our greatest assets:

• At Pax8, we want to support you in both work and play. Sometimes there isn't enough time for the latter, which is why Pax8 offers an additional 2 weeks of bonus leave every year! AND YES, the 2 weeks are available from your first day!
• In addition to the above, we offer all our employees Private Health Insurance. Beneficial for when life happens!
• Unlimited growth through our learning & development (L&D) programs in an environment that fosters internal promotions, helping you gain the necessary skills to reach the next step in your professional journey!
• Connecting with our community is important which is why we have our donation matching program, DEI-B events, and our employee resource groups to ensure everyone feels at home at Pax8.