Cybersecurity - Google Partner Lead

Job description

We Are Accenture is a global collective of innovators whose aim is to improve the way the world works and lives. Empowered with innovative tools, continuous learning, and a global community of diverse talent, we drive success in new business architecture that disrupts conventional practices. We are looking to add an experienced Cybersecurity - Google Partner Lead to an already outstanding team. Accenture Security helps organizations prepare, protect, detect, respond to, and recover across all points of the security lifecycle. We hire top-tier security talent and equip them with advanced tools and technologies to help clients build resilience through integrated, customized security solutions. You Are Accenture is seeking a highly strategic, entrepreneurial, and execution-oriented Deputy Google Partner Lead to support the Global Google Partner Lead in driving the next phase of exponential growth across our Google Cloud Security and Wiz partnership. To succeed in this highly visible, global role, candidates must demonstrate a proven track record of driving large-scale alliance sales, managing complex commercial agreements, and communicating effectively at the C-suite level. The Work The security landscape is evolving rapidly, driven by the convergence of cloud security, threat intelligence, and generative AI. This role is a unique opportunity for a seasoned leader possessing a rare combination of “Google insider” perspective, deep cybersecurity credibility, and a strong understanding of Accenture’s global delivery model. Acting with delegated authority from the Global Partner Lead, you will multiply executive capacity, leading high-stakes go-to-market (GTM) activities, fostering deep executive relationships, and shaping the future of our Gemini Enterprise and Wiz security offerings worldwide. Key Responsibilities Strategic Clients & Programs (Go-To-Market) Iconic Deal Ownership: Act as the accountable executive owning the GTM strategy for the top 10 iconic Google/Wiz security opportunities globally. Drive pursuit strategy, provide active executive sponsorship, and lead the coordination of critical resources to progress and close these high-value deals. Global Sales & Pipeline Acceleration: Lead and align joint sales and GTM teams across the Americas, EMEA, and APAC regions to aggressively expand pipeline, increase win rates, and accelerate bookings. Operating Model Discipline: Establish and enforce a highly disciplined, consistent operating model and weekly/monthly/quarterly sales cadences across all three major operating regions. Verticalization Strategy: Scale industry-specific partner motions globally. Replicate and extend successful, established playbooks (such as Resources and Financial Services) to all other industry groups with dedicated targets and tailored market offerings. Gemini Enterprise Leadership: Shape and champion the security strategy for Gemini Enterprise within Accenture. Drive positioning, define joint pursuit approaches, and design comprehensive security and governance offerings for AI/Agent adoption, integrated with Wiz and the broader Google Security portfolio. Google Connective Tissue & Relationship Management Architect Team Leadership: Directly lead and mentor the Executive Enterprise Architect team. Leverage deep Google tenure, technical credibility, and key relationships to unblock technical barriers and accelerate execution on critical, complex pursuits. Stakeholder Alignment: Own, nurture, and deepen executive relationships across Google and Wiz sales leadership, the internal Accenture Enterprise Architect community, and Accenture client account teams across all local markets. Sales Cycle Optimization: Synchronize joint pursuit alignment across organizations to significantly shorten complex sales cycles and increase overall win probability. Asset & Offering Development: Drive the creation of robust services offerings and highly marketable GTM assets (including workshops, marketing collateral, industry-specific solutions, and Gemini Enterprise security blueprints) to position Accenture as Google’s undisputed security partner of choice. Executive Governance & Operating Rhythm Governance Forums: Establish and lead high-level governance and leadership forums between Accenture and Google/Wiz, setting agendas and steering key strategic decisions. Operating Rhythm & Reporting: Formulate and run the overall business operating rhythm, including executive-level pipeline reporting, operational business reviews, and decision-making frameworks for senior Accenture and Google leadership. Accountability & Resolution: Hold cross-functional and regional leaders accountable to their strategic commitments. Act as the primary escalation point to resolve operational blockers and cross-market conflicts. Cross-Functional Support Marketing & Executive Engagement: Partner with Marketing & Comms to orchestrate strategic campaigns, high-impact executive roundtables, and a strong physical presence at major global industry forums (e.g., RSAC, Google Next, FS-ISAC). Commercial & Legal Structuring: Lead complex commercial structuring and negotiations alongside Commercial and Legal teams, including Master Services Agreements (MSAs), custom procurement structures, subcontract frameworks, cloud metering, billing, and global pricing/discounting models. Enablement & Capability Build: Define clear operational priorities for GTM leads, focusing on pipeline-aligned training, professional certifications, and targeted offering development. Partner Investments Investment Strategy & Negotiation: Formulate and execute the joint investment strategy with Google and key ecosystem partners. Lead high-stakes negotiations to secure co-investments and funding targets (Target: $X). Business Case Formulation: Build highly structured, analytical investment business cases directly linking requested funding to pipeline growth, capability build-out, and credentialing. Deployment & ROI Accountability: Maintain strict accountability for the deployment and return on investment (ROI) of secured funding, providing routine status and performance reports directly to the Global Partner Lead (Kevin) and Google executive leadership. Travel may be required for this role.  The amount of travel will vary from 0 to 100% depending on business need and client requirements. Here's what you need Minimum of 12 years of general business experience across marketing, sales, security product management, customer relationship or general business budget & investment management (P&L oversight or managing to a hard sales target in cybersecurity at $20M + highly preferred). Minimum of 5 years of progressive experience in Cybersecurity spanning cloud security, security operations, threat intelligence, or security governance Minimum of 3 years of direct experience in Partner/Alliance Management, Ecosystem Sales, or Channel Management within a top-tier global systems integrator (GSI) or a leading cloud provider. Bachelor's degree in business, Economics, Computer Science, Cybersecurity (or a related field) or equivalent (minimum 12 years) work experience. (If Associate’s Degree, must have minimum 6 years work experience) Bonus points if you have Google Cloud & Wiz Ecosystem Expertise: Deep, firsthand knowledge of the Google Cloud Security portfolio (Google SecOps, Mandiant, Chronicle) and Wiz integration. An active network of relationships within Google Cloud and/or Wiz sales and technical leadership is strongly preferred. Generative AI & Governance: Experience in positioning security offerings related to GenAI adoption, large language models (LLMs), and cloud-native application protection platforms (CNAPP). Global Leadership: Proven capability to lead, influence, and align highly matrixed, cross-functional, and multi-cultural teams across North America, Europe, and Asia-Pacific without direct authority. Outstanding Communication: Exceptional executive presence with the ability to confidently pitch, n