Head of Strategic SMB Partnerships, JAPAC

About the Job

In the role of Head of Small and Medium Businesses (SMB) and Scaled Partnerships for JAPAC, you will manage a high-performing regional team of Partner Managers dedicated to driving Google Cloud adoption across our partner ecosystem. Collaborating closely with cross-functional teams in Customer Facing, Marketing, and Product Management, your team will align executive priorities, formulate joint innovation strategies, and execute co-selling initiatives throughout the regional partner network.

Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.

Responsibilities

• Lead, guide, and develop a high-performing team of Partner Managers, fostering a growth-oriented culture focused on talent strategy, skill development, and overall business performance.
• Define and execute regional strategy to achieve multi-year pipeline and business growth goals across Software-as-a-Service (SaaS), Platform-as-a-Service (PaaS), and Infrastructure as a Service (IaaS) solutions.
• Connect with executive leadership across System Integrators (SIs), Distribution Partners, Telecommunications (Telcos), Value-Added Resellers (VARs), ISVs, and Managed Service Providers (MSPs) to establish joint business plans and support ongoing governance.
• Embed Gemini Enterprise and Generative AI at the center of partner GTM strategies.
• Design and optimize scalable regional initiatives with a 10x growth mindset, empowering partners with essential platforms and tools to expand while refining customer acquisition strategies to drive continuous, incremental business growth impact.

Qualifications

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
  
• 15 years of experience in Partner Management, Business Development, Sales, or Channel Development within the technology industry.
• 10 years of experience in people management.
• Experience in public cloud solutions (SaaS, PaaS, or IaaS), within the SMB landscape.
• Experience building and managing partnerships with System Integrators (SIs), Distribution Partners, Telecommunications (Telcos), Value-Added Resellers (VARs), ISVs, and Managed Service Providers (MSPs).

Preferred qualifications:

• Experience managing scaled partner programs and channel operations across a JAPAC region.
• Understanding of Generative AI stacks (Gemini Enterprise) and cloud infrastructure solutions.
• Ability to align multi-stakeholder incentives into win-win strategic partnerships along with exceptional executive presence and business judgment.
• Ability to communicate in English, and in one or more regional languages such as Japanese, Mandarin, or Korean to support executive engagements in key JAPAC markets.
• Excellent analytical skills with the ability to project platform consumption, model business impact, and drive partner value creation.