Google Cloud Alliance & Channel Manager

About Bindplane
Bindplane is an innovative, fast-growing startup at the forefront of observability technology. We’re building the first truly unified OpenTelemetry-based observability pipeline, helping enterprises collect, process, and route telemetry data seamlessly across diverse environments. Industry leaders trust us to deliver clarity and actionable insights into complex IT systems, driving smarter decisions and better business outcomes.

At Bindplane, we’re not just building software. We’re shaping the future of observability. We thrive on pushing boundaries, solving meaningful challenges, and creating tools that make a real impact for our customers.

Role Overview
We’re looking for a strategic, hands-on Google Cloud Alliance & Channel Leader to take ownership of our most critical growth engine. This is a unique opportunity to transform strong momentum into a scalable, repeatable program driving strategy, execution, and tight alignment across Sales, Product, and Customer Success. You’ll play quarterback, steering our Google Cloud and channel ecosystem toward aggressive growth targets and building the playbooks and team that fuel our next stage.

This role reports to the Head of Sales (or CEO) and is fully remote (U.S.-based), with travel up to ~25%.

What You’ll Do

Alliance Strategy

• Set annual and quarterly revenue plans for Google-influenced and channel-driven growth
• Deepen executive relationships at Google Cloud and with top resellers & GSIs
• Map Bindplane’s value to Google Cloud Security initiatives and roadmap priorities

Channel Program Development

• Recruit, onboard, and enable new resellers, MSSPs, and GSIs
• Design tiering structures, incentive models, MDF, and joint business plans
• Build scalable playbooks for partner marketing, enablement, and certification

Go-to-Market Execution

• Launch joint campaigns, events, and customer stories in partnership with Marketing
• Drive co-sell motions with Sales to accelerate deal cycles
• Align on account mapping and pipeline reviews with Google PDMs & field teams

Sales & Field Enablement

• Develop and deliver partner training, battlecards, demo assets, and win/loss reviews
• Monitor partner-influenced pipeline, win rates, and time-to-close metrics

Metrics & Reporting

• Own KPIs including partner-sourced ARR, pipeline coverage, active co-sell deals, and partner NPS
• Provide monthly dashboards and QBRs to the executive leadership team

Team Growth

• Hire and mentor future specialists (GSI lead, reseller manager) as the program scales