Director of Alliances

About this role

We are seeking a commercial strategist, former Enterprise Account Executive, or field-tested sales leader who understands how enterprise tech deals actually get closed. In this role, you will act as the chief orchestrator between Zencore’s sales/technical teams and Google Cloud’s enterprise sales organization.

You know how Google Cloud AEs, Regional Directors, and Technical Account Managers think because you’ve sat in the commercial trenches. You understand field quotas, SPIFs, consumption commitments, and how to position Zencore as the essential delivery partner that helps Google reps hit their numbers. Your primary mandate is simple: accelerate pipeline creation, drive joint co-sell revenue, elevate Zencore's brand visibility with Google partner leadership, and secure priority access to strategic partner programs and designations across the ecosystem.

Responsibilities

• Drive Commercial Co-Selling: Partner directly with Zencore Enterprise AEs and Google Cloud sales reps to map strategic target accounts, shape opportunities, and orchestrate joint account planning across Enterprise and Select verticals.

• Champion Brand Visibility with Partner Leadership: Work hand-in-hand with Google Cloud Partner Development Managers (PDMs), Partner Sales Directors, and Ecosystem Executives to maximize Zencore's brand prominence across internal Google sales channels, regional field showcases, and executive forums.

• Secure Priority Program Access & Resources: Serve as the chief advocate for Zencore within Google Partner Advantage—securing early access to strategic partner programs, elite specializations, product betas, and maximum drawdown of funding programs (RAMP, Partner Marketing Funds, proof-of-concept credits).

• Unlock Google Field Incentives: Deploy Google Cloud funding programs to subsidize client engagements, eliminate buyer friction, and close enterprise SOWs faster.

• Orchestrate High-Impact QBRs: Lead business reviews with Google partner leadership, delivering clear, data-driven narrative updates on co-sell performance, win rates, and joint pipeline growth.

• Pipeline Precision & Health: Ensure 100% accuracy in partner pipeline reporting, deal registration, and attribution within Google Partner Advantage, framing operational updates around business metrics rather than administrative tasks.

Qualifications

Commercial / Sales Background: 5–8+ years in Enterprise Software Sales, Solution Sales, Commercial BD, or Strategic Account Management within the cloud/IT services space. Direct experience carrying a quota or leading commercial deal strategy is strongly preferred over pure administrative alliance experience.

Deep Google Cloud Ecosystem Fluency: Comprehensive understanding of Google Cloud’s organization, sales segments, field incentive structures, and partner programs. You know how field reps get paid, how co-selling works in practice, and how to navigate Google partner leadership to secure elite program access.

Partner Advocacy & Gravitas: Ability to command a room with enterprise executives, Google Regional Directors, and Partner Leadership. You speak the language of business value, ROI, and mutual ecosystem growth.

High-Energy Execution: A "make-things-happen" operator who thrives in a fast-paced, PE-backed environment and naturally takes ownership of complex, multi-stakeholder deals.

Cross-Functional Influence: Proven ability to align internal technical delivery leads, external partner reps, and marketing teams behind a unified commercial campaign.

What success looks like

Measurable Revenue Impact: Consistent, predictable growth in Zencore-sourced and co-sold revenue attached to Google Cloud.

First-Call Partner Status: Google Cloud sales reps actively bringing Zencore into pre-commit enterprise accounts before competitor consultancies are even notified.

Elevated Brand & Program Standing: Recognized as an elite Google partner with priority access to top-tier funding programs, beta initiatives, and prominent brand visibility across Google Cloud's internal sales channels.

High Conversion Rates: Faster deal cycles and higher win rates driven by strategic deployment of Google funding programs (RAMP/MDF).

Robust Executive Alignment: Deep, durable relationships with Google Cloud regional sales and partner leaders that yield consistent multi-year deal flow.

Why work at Zencore?

We Are Trusted Experts: Our teams bring deep, hands-on experience to solve the hardest cloud and AI challenges.

We Value Candor: We share unbiased opinions and aren't afraid of hard truths—our clients view us as true subject matter experts.

We Are the Missing Link: We connect our enterprise clients directly to Google Cloud innovation, moving with agility where larger consultancies stall out.

We Remove Uncertainty: We bring structured playbooks that eliminate risk from complex cloud migrations and AI deployments.

We Show Empathy: We build lasting client trust because we understand the real-world operational complexities of enterprise technology.