Google Alliance & Channel Lead

Job Description

As a Google Alliance & Channel Lead, you will own AppXite's Google relationship across both Google Cloud (GCP) and Google Workspace: Partner Advantage program mechanics, the reseller / distributor operating model (Partner Sales Console, Cloud Channel API), commercial constructs, and enablement of AppXite's channel customers. Single accountable owner for everything Google in the AppXite ecosystem.

Key responsibilities:
Vendor alliance & program management:

• Serve as primary contact for Google partner development managers and distribution counterparts.
• Own AppXite's Partner Advantage standing: engagement models (Sell/Service/Build), tier requirements, certification and credential counts, and the 2026 tier transition.
• Monitor Workspace channel model changes (direct-to-indirect shifts, distributor authorization requirements) and their impact on AppXite customers.

Commercial & incentive economics

• Model Google partner incentives, discounts, and margin structures for both Workspace (seat-based) and GCP (consumption), and their flow-through on the platform.
• Support commercial constructs for GCP committed-use, marketplace, and Workspace SKU/edition transitions.

Channel enablement:

• Enable distributors and resellers on Partner Advantage onboarding, Sell authorization, customer transfers, and Partner Sales Console / Cloud Channel API-based operations.
• Own certification planning for channel customers where program tiers require certified individuals.

Product & platform liaison:

• Act as domain expert for product and engineering on the Cloud Channel API, Workspace provisioning, GCP billing exports, and marketplace integration.
• Prioritize Google-related roadmap items; validate platform behavior against Google program and API reality.

Go-to-market & growth:

• Drive Google-attributable pipeline across existing customers and new logos; position AppXite's Google capabilities in sales cycles.
• Represent AppXite in Google partner forums and joint go-to-market activities.

Qualifications

Must have:

• 5–7 years in partner management, channel sales, or business development in cloud / SaaS.
• Working knowledge of Google Partner Advantage: engagement models, tiers, credential requirements, and the two-tier (distributor-led) reseller model.
• Understanding of both Workspace (per-seat SaaS) and GCP (consumption) commercial models - this dual fluency is the differentiator versus a Workspace-only or GCP-only background.
• Experience working with or through distributors, resellers, or MSPs.
• Fluent English; comfortable across European time zones.

Strongly preferred:

• Prior role at a Google distributor / premier partner or a cloud commerce platform.
• Exposure to Cloud Channel API-based reselling or Partner Sales Console operations.
• Google Cloud Digital Leader certification and/or Partner Advantage sales credentials - or commitment within 3 months; these count toward AppXite's capacity requirements.
• Experience with cloud marketplaces and co-sell motions

Success measures (first 12 months)

• Google-attributable platform GMV/revenue growth (Workspace and GCP tracked separately).
• Customer activation: number of AppXite customers transacting Google via the platform.
• Partner Advantage tier maintained or advanced through the 2026 tier changes; credential counts met.
• Zero customer disruption through Google channel model and program transitions.

Additional Information

Why join AppXite: 

• Remote-First Flexibility: Enjoy the freedom of a fully remote role, or choose to work from our Latvia office.
• Work with global Tech Leaders: Collaborate on solutions used by some of the biggest names in the industry, including Adobe, AWS, Cisco, Google, IBM, Microsoft, Lenovo, and Liquid. Your work will help shape how these companies deliver services across the globe.
• Skilled, International Team: Work alongside experienced professionals in a collaborative, multicultural environment. We value technical excellence, clear communication, and mutual support.
• Professional Development: Advance your skills with access to Google certifications and continuous learning opportunities tailored to your role.
• Time to Recharge: Enjoy four weeks of paid vacation per year, plus paid public holidays.
• Referral Rewards: Help us grow our team - our employee referral program recognizes and rewards your contributions.