Strategic Alliance Sales Leader - Google Cloud
Virtusa, Fremont, CA, United States
Strategic Alliance Sales Leader - Google Cloud
Location: Fremont, California, United States
Virtusa Corporation is a leading worldwide provider of digital transformation services that accelerates business outcomes for Global 2000 businesses in Banking and Financial Services, Healthcare & Life Sciences, Insurance, and Telecommunications, Technology and Media.
With over 27,000 people and over 50 offices worldwide, we harness our deep design and engineering heritage to help global organizations tackle their toughest technology challenges. In an ever-evolving digital landscape, businesses need a partner to help them solve complex challenges and navigate the environment of today and tomorrow.Virtusa is that partner.
We are builders, makers, and doers with the technical skills and domain expertise to transform your business at scale and speed without disruption.
Our unique Engineering First approach blends deep industry expertise and empowered, agile teams, to create holistic solutions that seamlessly move the business forward. We help clients engage with new technology paradigms to creatively build solutions that drive them to the forefront of their industries.
We bring best in class digital engineering services to every engagement, with deep expertise in digital strategy and design; customer experience; analytics; mobile; cognitive/AI; full stack engineering, microservices, IoT; and cloud services.
Virtusa is seeking a high-octane Strategic Alliance Sales Leader to lead our partnership with Google Cloud (GCP). This is a "player-coach" role for a true hustler who thrives at the intersection of ecosystem diplomacy and hard-nosed sales execution.
You will not just manage a relationship; you will own a revenue number. Your mission is to embed Virtusa into the fabric of the Google Cloud field sales organization, turning "introductions" into "signed SOWs" and ensuring Virtusa is the partner of choice for complex, AI-driven digital transformations.
Key Responsibilities
Dual-Revenue Ownership: Meet or exceed quarterly targets for both Partner Influenced Revenue (PiR) (Google’s Cloud metric) and Signed Services Revenue/ACV (Virtusa’s metric).
The "Field Hustle": Proactively mine the Google Cloud field organization for leads. You are expected to spend the majority of your time networking with Client Account Executives (AEs), Regional Directors, and Partner Sales Managers (PSMs).
End-to-End Co-Selling: Lead the sales lifecycle from initial lead capture through to SOW signature. Orchestrate internal Virtusa pre-sales and solution architecture teams to respond with speed and precision.
Incentive & Funding Optimization: Expertly navigate the Client’s funding programs (MDF, Partner Sales Incentives, etc.) to reduce friction for clients and increase Virtusa’s competitive positioning.
Pipeline Rigor: Maintain a clean, high-velocity pipeline within both Virtusa’s CRM and Client’s Partner Advantage portal. Lead weekly cadence calls to unblock stalled deals.
Brand Evangelism: Position Virtusa’s unique "Engineering First" DNA and industry-specific solutions (BFS, Healthcare, Telco) as the premier choice for Google Cloud's largest enterprise accounts.
Technical Competency (The "GenAI" Edge)
Gemini & Vertex AI (Nice to Have): Ability to articulate the value proposition of Google Cloud's GenAI stack. You should be comfortable discussing how Gemini can accelerate software engineering or transform customer experiences.
Data Foundation: Understand the critical role of BigQuery and Looker in enabling successful AI outcomes.
Solution Packaging: Ability to work with delivery teams to "productize" services—creating "GenAI Quick Starts" or "Migration Sprints" that are easy for Google Cloud's AEs to sell.
Candidate Profile
The "Rolodex": You must have existing, active relationships within the Google Cloud sales ecosystem. You know who to call to get a deal unstuck.
Agile Mindset: You are a self-starter who handles ambiguity with ease. You prefer "finding a way" over "following a manual."
Experience: 8–12+ years in Alliance Sales or Business Development within a Global Systems Integrator (GSI) or a high-growth consulting firm.
Proven Results: A documented track record of hitting $10M+ in services revenue through hyperscaler channels.
Communication: Elite storytelling skills; ability to command a room whether it’s a Google Cloud internal sales huddle or a client C-suite presentation.
Virtusa utilizes Artificial Intelligence (AI) technology for the purpose of conducting candidate pre-employment assessments. This AI may include both text-based and voice-based functionalities. The AI technology will have access to the data that you upload or provide during your interaction with the AI bot and will use such data solely for the purpose of performing assessment in accordance with Virtusa policies and practices. The AI is not used to substantially assist or replace discretionary employment decisions. Read our full employee privacy policy
Virtusa is an Equal Opportunity Employer. All applicants will receive fair and impartial treatment without regard to race, color, religion, sex, national origin, ancestry, age, legally protected physical or mental disability, protected veteran status, status in the U.S. uniformed services, sexual orientation, gender identity or expression, marital status, genetic information or on any other basis which is protected under applicable federal, state or local law.
Get ready to ignite your career at Virtusa Shape the future with innovation and collaboration When you join Virtusa, you become part of a team that builds together. We value curiosity, diverse perspectives, and the ability to adapt as change accelerates. Our culture is grounded in collaborative innovation—where ideas are strengthened through dialogue, teams elevate one another’s work, and success is measured by what we achieve collectively, not individually.
Be a visionary At Virtusa, you’re not just an employee—you’re a catalyst for change. Working alongside fellow trailblazers and trusted technology partners, you’ll help Global 2000 organizations and industry leaders solve complex challenges and shape what comes next.
Ready to join us? Uncover the stories of #Virtusans who have transformed challenges into progress and discover the journey that awaits you.
Our commitment to exceptional service, industry leadership, and a thriving company culture has garnered recognition throughout our journey.
#J-18808-Ljbffr
Virtusa Corporation is a leading worldwide provider of digital transformation services that accelerates business outcomes for Global 2000 businesses in Banking and Financial Services, Healthcare & Life Sciences, Insurance, and Telecommunications, Technology and Media.
With over 27,000 people and over 50 offices worldwide, we harness our deep design and engineering heritage to help global organizations tackle their toughest technology challenges. In an ever-evolving digital landscape, businesses need a partner to help them solve complex challenges and navigate the environment of today and tomorrow.Virtusa is that partner.
We are builders, makers, and doers with the technical skills and domain expertise to transform your business at scale and speed without disruption.
Our unique Engineering First approach blends deep industry expertise and empowered, agile teams, to create holistic solutions that seamlessly move the business forward. We help clients engage with new technology paradigms to creatively build solutions that drive them to the forefront of their industries.
We bring best in class digital engineering services to every engagement, with deep expertise in digital strategy and design; customer experience; analytics; mobile; cognitive/AI; full stack engineering, microservices, IoT; and cloud services.
Virtusa is seeking a high-octane Strategic Alliance Sales Leader to lead our partnership with Google Cloud (GCP). This is a "player-coach" role for a true hustler who thrives at the intersection of ecosystem diplomacy and hard-nosed sales execution.
You will not just manage a relationship; you will own a revenue number. Your mission is to embed Virtusa into the fabric of the Google Cloud field sales organization, turning "introductions" into "signed SOWs" and ensuring Virtusa is the partner of choice for complex, AI-driven digital transformations.
Key Responsibilities
Dual-Revenue Ownership: Meet or exceed quarterly targets for both Partner Influenced Revenue (PiR) (Google’s Cloud metric) and Signed Services Revenue/ACV (Virtusa’s metric).
The "Field Hustle": Proactively mine the Google Cloud field organization for leads. You are expected to spend the majority of your time networking with Client Account Executives (AEs), Regional Directors, and Partner Sales Managers (PSMs).
End-to-End Co-Selling: Lead the sales lifecycle from initial lead capture through to SOW signature. Orchestrate internal Virtusa pre-sales and solution architecture teams to respond with speed and precision.
Incentive & Funding Optimization: Expertly navigate the Client’s funding programs (MDF, Partner Sales Incentives, etc.) to reduce friction for clients and increase Virtusa’s competitive positioning.
Pipeline Rigor: Maintain a clean, high-velocity pipeline within both Virtusa’s CRM and Client’s Partner Advantage portal. Lead weekly cadence calls to unblock stalled deals.
Brand Evangelism: Position Virtusa’s unique "Engineering First" DNA and industry-specific solutions (BFS, Healthcare, Telco) as the premier choice for Google Cloud's largest enterprise accounts.
Technical Competency (The "GenAI" Edge)
Gemini & Vertex AI (Nice to Have): Ability to articulate the value proposition of Google Cloud's GenAI stack. You should be comfortable discussing how Gemini can accelerate software engineering or transform customer experiences.
Data Foundation: Understand the critical role of BigQuery and Looker in enabling successful AI outcomes.
Solution Packaging: Ability to work with delivery teams to "productize" services—creating "GenAI Quick Starts" or "Migration Sprints" that are easy for Google Cloud's AEs to sell.
Candidate Profile
The "Rolodex": You must have existing, active relationships within the Google Cloud sales ecosystem. You know who to call to get a deal unstuck.
Agile Mindset: You are a self-starter who handles ambiguity with ease. You prefer "finding a way" over "following a manual."
Experience: 8–12+ years in Alliance Sales or Business Development within a Global Systems Integrator (GSI) or a high-growth consulting firm.
Proven Results: A documented track record of hitting $10M+ in services revenue through hyperscaler channels.
Communication: Elite storytelling skills; ability to command a room whether it’s a Google Cloud internal sales huddle or a client C-suite presentation.
Virtusa utilizes Artificial Intelligence (AI) technology for the purpose of conducting candidate pre-employment assessments. This AI may include both text-based and voice-based functionalities. The AI technology will have access to the data that you upload or provide during your interaction with the AI bot and will use such data solely for the purpose of performing assessment in accordance with Virtusa policies and practices. The AI is not used to substantially assist or replace discretionary employment decisions. Read our full employee privacy policy
Virtusa is an Equal Opportunity Employer. All applicants will receive fair and impartial treatment without regard to race, color, religion, sex, national origin, ancestry, age, legally protected physical or mental disability, protected veteran status, status in the U.S. uniformed services, sexual orientation, gender identity or expression, marital status, genetic information or on any other basis which is protected under applicable federal, state or local law.
Get ready to ignite your career at Virtusa Shape the future with innovation and collaboration When you join Virtusa, you become part of a team that builds together. We value curiosity, diverse perspectives, and the ability to adapt as change accelerates. Our culture is grounded in collaborative innovation—where ideas are strengthened through dialogue, teams elevate one another’s work, and success is measured by what we achieve collectively, not individually.
Be a visionary At Virtusa, you’re not just an employee—you’re a catalyst for change. Working alongside fellow trailblazers and trusted technology partners, you’ll help Global 2000 organizations and industry leaders solve complex challenges and shape what comes next.
Ready to join us? Uncover the stories of #Virtusans who have transformed challenges into progress and discover the journey that awaits you.
Our commitment to exceptional service, industry leadership, and a thriving company culture has garnered recognition throughout our journey.
#J-18808-Ljbffr