Director of Alliances

Job description

Zencore is a premier Google Cloud pure-play consultancy and a four-time Google Cloud Partner of the Year. Founded by former Google Cloud leaders and engineers, we specialize in helping enterprises modernize infrastructure, architect modern data platforms, and deploy production-ready AI frameworks. With private equity backing from Superstep Capital and a rapidly expanding global footprint across North America, LATAM, and EMEA, Zencore combines the technical depth of a large GSI with the agility, senior talent, and execution speed of an elite boutique. ### About this role This role will cover **North America** for Zencore You operate as a peer to Google Cloud’s commercial leadership, bringing deep fluency in how Regional Directors, Sales VP leadership, and enterprise account teams drive growth. You excel at positioning Zencore as an indispensable strategic partner on complex, multi-million dollar transformations and will build strong lasting relationships with Google Cloud’s partner leadership team. This role will report directly to the head of sales. ### Responsibilities - **Drive Commercial Co-Selling:** Partner directly with Zencore Enterprise AEs and Google Cloud sales reps to map strategic target accounts, shape opportunities, and orchestrate joint account planning across Enterprise and Select verticals. - **Champion Brand Visibility with Partner Leadership:** Work hand-in-hand with Google Cloud Partner Development Managers (PDMs), Partner Sales Directors, and Ecosystem Executives to maximize Zencore's brand prominence across internal Google sales channels, regional field showcases, and executive forums. - **Secure Priority Program Access & Resources:** Serve as the chief advocate for Zencore within Google Partner Advantage—securing early access to strategic partner programs, elite specializations, product betas, and maximum drawdown of funding programs (RAMP, Partner Marketing Funds, proof-of-concept credits). - **Unlock Google Field Incentives:** Deploy Google Cloud funding programs to subsidize client engagements, eliminate buyer friction, and close enterprise SOWs faster. - **Orchestrate High-Impact QBRs:** Lead business reviews with Google partner leadership, delivering clear, data-driven narrative updates on co-sell performance, win rates, and joint pipeline growth. - **Pipeline Precision & Health:** Ensure 100% accuracy in partner pipeline reporting, deal registration, and attribution within Google Partner Advantage, framing operational updates around business metrics rather than administrative tasks. ### Qualifications - **Commercial / Sales Background:** 5–8+ years in **Enterprise Software Sales, Solution Sales, Commercial BD, or Strategic Account Management** within the cloud/IT services space. Direct experience carrying a quota or leading commercial deal strategy is strongly preferred over pure administrative alliance experience. - **Deep Google Cloud Ecosystem Fluency:** Comprehensive understanding of Google Cloud’s organization, sales segments, field incentive structures, and partner programs. You know how field reps get paid, how co-selling works in practice, and how to navigate Google partner leadership to secure elite program access. - **Partner Advocacy & Gravitas:** Ability to command a room with enterprise executives, Google Regional Directors, and Partner Leadership. You speak the language of business value, ROI, and mutual ecosystem growth. - **High-Energy Execution:** A "make-things-happen" operator who thrives in a fast-paced, PE-backed environment and naturally takes ownership of complex, multi-stakeholder deals. - **Cross-Functional Influence:** Proven ability to align internal technical delivery leads, external partner reps, and marketing teams behind a unified commercial campaign. ### What success looks like - **Measurable Revenue Impact:** Consistent, predictable growth in Zencore-sourced and co-sold revenue attached to Google Cloud. - **First-Call Partner Status:** Google Cloud sales reps actively bringing Zencore into pre-commit enterprise accounts before competitor consultancies are even notified. - **Elevated Brand & Program Standing:** Recognized as an elite Google partner with priority access to top-tier funding programs, beta initiatives, and prominent brand visibility across Google Cloud's internal sales channels. - **High Conversion Rates:** Faster deal cycles and higher win rates driven by strategic deployment of Google funding programs (RAMP/MDF). - **Robust Executive Alignment:** Deep, durable relationships with Google Cloud regional sales and partner leaders that yield consistent multi-year deal flow. ### Why work at Zencore? - **We Are Trusted Experts:** Our teams bring deep, hands-on experience to solve the hardest cloud and AI challenges. - **We Value Candor:** We share unbiased opinions and aren't afraid of hard truths—our clients view us as true subject matter experts. - **We Are the Missing Link:** We connect our enterprise clients directly to Google Cloud innovation, moving with agility where larger consultancies stall out. - **We Remove Uncertainty:** We bring structured playbooks that eliminate risk from complex cloud migrations and AI deployments. - **We Show Empathy:** We build lasting client trust because we understand the real-world operational complexities of enterprise technology.