Business Development Manager - Google Workspace

Identifying Information

Position Summary

Our Business Development Manager (BDM) is a subject matter expert (SME) on the Google product and the Google processes. The role sits within our Cloud sales team and works to support the selling and support capability of our sales teams focused on developing the Ingram Micro Cloud (IMC) Market Place Partner base. The role is both an extension of the Google sales team as well as being the Google SME within the Ingram Micro cloud business unit.

Responsibilities, Supporting Actions & End-Results

Major Responsibility:Ownership of aligned Google partners.

Supporting Actions:Provide a forecast on Google ACV based on 2x pipeline coverage. Recruit, onboard and activate Partners as Google resellers to agreed business plans, including the development of Google marketing campaigns. Develop Google registered partners to hit required partner tier requirements. Ownership of trials taken out on the CMP to increase conversion rates. Drive relationships and discovery engagement for repeat purchases. Support deal registration and deal cycle management

End Results:Creation and closure of opportunities driving revenue and margin to hit and exceed business targets.

Percentage:     40%

Major Responsibility:Drive Google Cloud ACV

Supporting Actions:Proactive callouts, opportunity identification and pipeline management with activities such as webinars, call out days, enablement workshops. Amplification of Google messages through social media activity. Provide feedback on lead generation activities etc. and log all associated interactions.

End Results:Growing our partner channel leading to sales of the Google solution via their customers.

Percentage:     40%

Major Responsibility: Become an expert on all Google products and act as a point of contact both internally and externally.

Supporting Actions: Complete Google Sales Certifications. Answer product, integration and purchasing questions. Run product demos for resellers

End Results:Growing our partner channel leading to sales of the Google solution via their customers.

Percentage:     10%

Major Responsibility:Achieve and maintain Operational Excellence

Supporting Actions:Troubleshooting issues with Google on the Cloud Marketplace (e.g. provisioning issues, billing issues). Explaining SKUs, pricing, and order processes to partners. Maintain a detailed knowledge of how to process Google orders including: SKU codes, Structure of a PO, Special Language on a PO. Tips and tricks of the CMP. Calculating pricing and building quotes for non-standard pricing deals. Own direct contact with Google Channel Operations team to correct any rejected orders.

End Results:Strong working relationships within the vendor and internal teams and highly efficient working practices. 

Percentage:     10%

Decision Making Authority Level

Decisions free to make:

• Management of own time
• Frequency of visits to Partner offices
• Involvement in planning and strategy of business

Explain the decisions that depend on position’s advice:

• Target partners
• Evolution of business messaging
• Marketing activity

Example decisions that depend on position’s advice:

• Working with marketing the BDM can advise on the profile of partner that would be interested in taking Google to market, leading to increased campaign results.

Scope/Dimensions

• Google ACV
• Personal KPIs including but not limited to:
  • New Partners Recruited per month
  • Live Demo’s completed per month

Job Qualifications and Educational Requirement

• Relevant sales experience not industry specific (min 3 x years)
• Full UK driving license
• Google product experience (desirable)

IM Competencies

• Ability to work as part of a team
• IMC Marketplace understanding
• Google CX & Operations training