Google Cloud Alliance Manager

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**Google Cloud Alliance Manager**:

- Publication Date: May 12, 2025
- Ref. No: 531085
- Location: Bezons, FR Bezons, FR

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**Role Overview**

The purpose of this role is supporting the Google Cloud Partner activities and relationship for Atos Group, working to support the global Google Cloud alliance strategy in France.

**Goals**:

- Drive pipeline growth around agreed joint solutions.
- Running Joint account planning workshops between Atos and Google Cloud, with aim to drive joint proactive opportunities.
- Help achieve Goole Cloud revenue and sales targets by supporting key bids.
- Leverage Google Cloud incentive programs for sales teams for best possible win advantages.
- Implement a business development plan with Google Cloud local Partner Development Manager (PDM)
- Support the Atos business profitability goals leveraging partner relationships as appropriate.
- Develop and drive a French alliances plan in support of Global Google Cloud strategy.
- Manage the KPIs and contribution of Incentive and rebates for France from Google Cloud.
- Become the go to expert for all matters related to Google Cloud business within France and work with local and global Atos teams to simplify doing Google business.

**Partner Management Responsibilities**:

- Own, manage & grow the business relationship with Google Cloud to produce new opportunities for Atos services focus.
- Work closely with Industry Teams, Account Directors/CEPs and Business Line leaders supporting key strategic bids with partner sales & enablement.
- Develop and manage the opportunities pipeline with Google Cloud, Own and update local Business Plan.
- Direct activities across the complete alliance lifecycle, with a clear focus on the bottom line financial contribution of the Google alliance.
- Engage with the executive team in Atos and the partner to ensure strategic support is in place and underpins agreed execution plans.
- Develop and implement appropriate alliance plans, backed by suitable business cases, engaging Atos business resources required to execute.
- Make recommendations accordingly to France executives & executive sponsors on the strategic direction, focus and success of the partnership.
- Drive regular reviews with the partner at all appropriate levels.
- Ensure that the assigned alliances continue to generate on-going value measurable through new business and pipeline growth.
- Support joint initiatives to ensure that Atos Business Lines and Industry teams personnel are trained on appropriate partner solutions to the correct level of competency.
- Provide regular, effective reporting on the alliance state of bysiness (operational, relationship, opportunities, KPIs and financial success)
- Provide guidance & support to junior team members around partnership approaches and strategies for success.

**Competencies and behaviours**:

- Minimum of 10 years in sales or business development
- Minimum 5 years working with hyperscalers, either directly for a hyperscaler or with an SI or Consulting Business
- Strong relationship management skills and the ability to engage credibly with senior management & executives in Atos and Google
- Needs to live in/near to Paris and Google’s HQ, as expected to be there at least 25% of the time to network and promote Atos visibility
- General understanding of cloud technologies, competitors and partnership landscape
- Strong commercial skills and understanding, aligning partnership to business growth with and understanding of, and the ability to negotiate, alliance commercial contracts
- Have a sales mind-set and be able to articulate partner value into Atos sales strategies as well as driving the business development engagement between partners with Atos sales executives
- Have a strong ability to work with virtual teams and able to provide leadership, direction and recommendations around partner strategies when appropriate
- Ability to understand and articulate the Atos value proposition to the partners
- Creatively generate mutual partner value propositions focused on opportunity development
- Highly motivated self starter with a hands on approach and excellent planning skills
- Excellent communications skills, both written and verbal
- Ability to travel to support the role, in France and to the USA on occasion
- Fluent in spoken & written English language as well French

**Desirable**:

- Experience of working with major software vendors as partners
- Indirect Alliances sales experience
- Knowledge & understanding of Atos TOM including Industries and Practices.

**Learn more about us**
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