telus-digital - Senior Channel Account Manager, Google Cloud

• Partnership Development & Enablement • Hunt the Partner, Not the Client: Your primary relationships are Google Field Sales Reps (FSRs) and Customer Engineers (CEs). You will actively collaborate within the Google organization to uncover customer needs. • Pipeline Injection: Source net-new leads through the Google channel and "tee up" these opportunities for the mapped TELUS Digital Account Executive. • Roadshow Execution: Execute the 2026 Roadshow Strategy. You will blend Google relationship-building with key client engagement, hosting social events, and "Showcase" sessions to build demand. • ROI Reporting: Track and report on Funding utilization and ROI to demonstrate value to both Google and TELUS leadership. • Account Executive Collaboration & Internal Leadership • Internal Education: Conduct showcase sessions for TELUS Digital AEs to teach them when and how to include Google collaboration to win deals. • Account Mapping: Coordinate across TELUS Digital sellers and Google sellers to map accounts and identify collaboration opportunities. • The Handoff: Once a Channel-Sourced lead is qualified and funded, you loop in the AE to lead the customer-facing commercial negotiation. • Strategic Reporting & Insights • Metrics: Track and report on KPIs (pipeline growth, bookings, funding ROI, partner satisfaction). • Intelligence: Provide leadership with market intelligence, competitor trends, and partnership insights. • QBRs: Represent TELUS Digital in quarterly business reviews (QBRs) and partner executive sessions. • Google Ecosystem Tenure: 3+ years in a Google Cloud partner, alliance, or co-sell role; arrives with an active, named network of Field Sales Representatives and Customer Engineers they can leverage immediately. • Channel-Sourced Pipeline Track Record: 5+ years in channel or partner sales; can quantify their personal contribution to channel-sourced pipeline and closed revenue across multiple fiscal years. • Overlay Sales Experience: Has operated in a dedicated overlay or alliance capacity alongside a direct sales team; instinctively enables Account Executives rather than competing with them for the customer relationship. • Enterprise & Mid-Market Deal Exposure: Has worked in the Mid-Market Enterprise to Enterprise segment cloud or professional services deals across both greenfield prospecting and existing spender expansion. • Executive Presence in Partner Settings: Has represented a partner organization in QBRs, joint business planning, or hyperscaler executive sessions; comfortable as the named partner lead in the room. • Cross-Functional Influence Without Authority: Has driven partner motion adoption across a skeptical or uninitiated sales team; measures their success through Account Executive wins, not just their own activity.