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AppXite is seeking a Google Alliance & Channel Lead to own the company's strategic relationship with Google across Google Cloud Platform (GCP) and Google Workspace. This is a single point of accountability for all Google-related initiatives within the AppXite ecosystem, spanning partner program management, commercial economics, channel enablement, and go-to-market execution.
Key Responsibilities:
Vendor Alliance & Program Management: Serve as the primary contact for Google partner development managers and distribution counterparts. Own AppXite's Partner Advantage standing, including engagement models (Sell/Service/Build), tier requirements, certification and credential counts, and navigation of the 2026 tier transition. Monitor Workspace channel model changes and their impact on AppXite customers.
Commercial & Incentive Economics: Model Google partner incentives, discounts, and margin structures for both Workspace (seat-based) and GCP (consumption-based) offerings. Support commercial constructs for GCP committed-use discounts, marketplace transactions, and Workspace SKU/edition transitions.
Channel Enablement: Enable distributors and resellers on Partner Advantage onboarding, Sell authorization, customer transfers, and Partner Sales Console / Cloud Channel API-based operations. Own certification planning for channel customers where program tiers require certified individuals.
Product & Platform Liaison: Act as domain expert for product and engineering teams on Cloud Channel API, Workspace provisioning, GCP billing exports, and marketplace integration. Prioritize Google-related roadmap items and validate platform behavior against Google program and API specifications.
Go-to-Market & Growth: Drive Google-attributable pipeline across existing customers and new logos. Position AppXite's Google capabilities in sales cycles and represent AppXite in Google partner forums and joint go-to-market activities.
Success Measures (First 12 Months): Google-attributable platform GMV/revenue growth (Workspace and GCP tracked separately); customer activation metrics; Partner Advantage tier maintenance or advancement through 2026 tier changes; zero customer disruption through Google channel and program transitions.
Requirements:
Must Have:
- 5–7 years in partner management, channel sales, or business development in cloud/SaaS
- Working knowledge of Google Partner Advantage: engagement models, tiers, credential requirements, and the two-tier (distributor-led) reseller model
- Understanding of both Workspace (per-seat SaaS) and GCP (consumption) commercial models; dual fluency is essential
- Experience working with or through distributors, resellers, or MSPs
- Fluent English; comfortable working across European time zones
Strongly Preferred:
- Prior role at a Google distributor, premier partner, or cloud commerce platform
- Exposure to Cloud Channel API-based reselling or Partner Sales Console operations
- Google Cloud Digital Leader certification and/or Partner Advantage sales credentials (or commitment to obtain within 3 months)
- Experience with cloud marketplaces and co-sell motions
