Partner Manager

Role Overview

• Own and execute the joint business plan with Google Cloud, including revenue targets, pipeline development, and go-to-market initiatives.
• Develop and drive Google Cloud Marketplace strategies, managing deal registrations and co-sell motions.
• Track, analyze, and report on partnership KPIs including revenue, pipeline, certifications, and specialization attainment.
• Represent Optiv at Google Cloud events including Google Cloud Next, regional summits, and partner advisory councils.
• Serve as Optiv's primary point of contact for Google Cloud's partner sales, channel, and partner engineering organizations.
• Build and maintain executive-level relationships across Google Cloud and strategically position Optiv as a trusted security partner.
• Deliver regular enablement and educational sessions to both Optiv internal teams and Google Cloud field representatives.
• Collaborate with Google Cloud teams to drive lead generation, joint pipeline development, and revenue growth.
• Work closely with Optiv's sales organization to identify, qualify, and advance opportunities leveraging Google Cloud technologies including Security Operations, Security Command Center, and Google Threat Intelligence.
• Manage Google partner incentive programs, Market Development Funds (MDF), and deal registration processes to maximize partner investment.
• Develop and deliver training programs to equip Optiv sellers and technical teams with the ability to confidently position Google Cloud's cybersecurity portfolio.
• Partner with Optiv's marketing team on co-branded campaigns, thought leadership content, and joint demand generation activities.
• Coordinate with Optiv's delivery and engineering practices to ensure alignment on scalable Security Operations, incident response, SecOps transformation, and cloud migration offerings powered by Google Cloud.

Requirements

• Bachelor’s Degree (B.A.) from four-year college or university; or one to two years related experience and/or training; or equivalent combination of education and experience required.
• Strong understanding of the information security industry required, including knowledge of leading industry vendors and products.
• Ability to work independently and exhibit strong time management skills.
• Excellent communication and partnership skills, including the ability to listen and communicate effectively with all partners.
• Self-starter with the ability to work in conjunction with multiple Vendor Partner Managers/Vendor Channel Managers and Optiv account executives.
• Overall attention to accuracy and detail with regard to rebate negotiations and reports to executive management, documentation of events and meetings, spiffs, partner negotiations, and all written and verbal communication.

Tech Stack

• Cloud
• Cyber Security

Benefits

• A company committed to our inclusive value through our Employee Resource Groups
• Work/life balance
• Professional training resources
• Creative problem-solving and the ability to tackle unique, complex projects
• Volunteer Opportunities. “Optiv Chips In” encourages employees to volunteer and engage with their teams and communities.
• The ability and technology necessary to productively work remotely/from home (where applicable)