Strategic Alliance Sales Leader - Google Cloud

Company Background

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.

For more information, please visit http://www.virtusa.com/

Summary

I. Role Purpose

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.

II. 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.
  
  

III. Technical Competency (The "GenAI" Edge)

While this is a sales-heavy role, you must possess the technical "fluency" to lead high-level discovery sessions:

• 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.
  
  

IV. 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.