Google Partner Sales Lead

Overview

LivePerson (NASDAQ: LPSN) is a leader in trusted enterprise conversational AI and digital transformation. The world’s leading brands use our award-winning Conversational Cloud platform to connect with millions of consumers. We power nearly a billion conversational interactions every month, providing uniquely rich data analytics and safety tools to unlock the power of conversational AI for better business outcomes. Fast Company named LivePerson the #1 Most Innovative AI Company in the world.

Position Overview

The Google Partner Sales Lead is a high-impact, revenue-generating role designed for a professional with a hunter mentality and a strategic mindset. You will act as the primary engine for driving sales, strategy, and business development through our alliance with Google Cloud. This is not just a relationship role; it is a sales oriented role responsible for identifying and driving new Google-sourced pipeline, assisting the field sales team with closing complex opportunities via the Google Marketplace, and maximising the financial benefits of the partnership.

Key Responsibilities & Impact

Drive Revenue & Pipeline (The Hunter Focus)

• Generate Net New Business: Aggressively pursue partner-sourced, net-new accounts to drive LivePerson solutions, focusing on uncovering pipelines and accelerating deal cycles through the Google Marketplace.
• Execute Co-Sell Motions: Drive joint pipeline creation by coordinating co-selling motions between LivePerson field sellers and Google Partner Account Managers and Field Sales Representatives (FSRs).
• Manage Channel Harmony: Proactively assess and validate partner needs on an ongoing basis, working to resolve channel conflict and ensuring smooth collaboration between internal and external sales teams.

Strategic Alliance Management & Governance

• Joint Business Planning: Develop and execute a comprehensive joint business plan with Google that includes specific revenue goals, solution development, and Go-To-Market activities in EMEA.
• Governance & Reporting: Maintain a regular cadence of business reviews (QBRs) with Google and LivePerson leadership. Track and report KPIs including joint pipeline, closed-won revenue, and partner satisfaction.
• Executive Alignment: Build trusted relationships with key internal stakeholders and Google counterparts, offering strategic advice and thought leadership to grow the business.

Marketplace Operations & Financial Optimisation

• Monetize Partner Programs: Become the expert in Google Cloud partner resources to pursue and win opportunities. Responsible for securing and maximising Market Development Funds (MDF) and partner funding programs to support joint demand generation.
• Marketplace Execution: Act as the subject matter expert on GCP Marketplace, managing co-sell tools to properly operationalise sales plays and launch new revenue workstreams.

Enablement & Evangelism

• Sales Enablement: Provide enablement to LivePerson sales teams on Google value propositions, joint use cases, and partnership benefits to ensure they can effectively co-sell.
• Campaign Development: Work with marketing to create joint campaigns, events, and thought leadership (webinars, case studies) that showcase the value of the partnership and generate high-quality leads.

Required Skills & Qualifications

• 6+ years of experience in Alliances, Partnerships, or Channel Management within SaaS, Cloud, Data, or AI solutions.
• 2+ years of experience within the Google Cloud ecosystem.
• Proven “Hunter” Experience: A demonstrated track record of generating pipeline, driving joint sales, and consistently exceeding revenue targets with ISV or Hyperscaler partnerships.
• GCP Ecosystem Expertise: Deep understanding of the Google Cloud ecosystem, partner programs, and the mechanics of the GCP Marketplace.
• Financial acumen with experience in partner funding and marketplace operations.

Tagged as: AI, BigQuery, senior