Head of GCP Partnerships

Who We Are:

Born digital, UST transforms lives through the power of technology. We walk alongside our clients and partners, embedding innovation and agility into everything they do. We help them create transformative experiences and human-centered solutions for a better world.

UST is a mission-driven group of 29,000+ practical problem solvers and creative thinkers in more than 30 countries. Our entrepreneurial teams are empowered to innovate, act nimbly, and create a lasting and sustainable impact for our clients, their customers, and the communities in which we live.

With us, you'll create a boundless impact that transforms your career-and the lives of people across the world.

Visit us at UST.com.

You Are:

A hands-on business builder and operator with deep Google Cloud experience. You bring a GM mindset, thrive in ambiguity, and are accountable for outcomes-not just relationships. You are equally comfortable shaping strategy and rolling up your sleeves to drive deals, build teams, and resolve delivery challenges.

You will own the performance of our GCP business across go-to-market, delivery, solution offers, and partner-backed growth. Success is measured by bookings and revenue, margin, pipeline health, delivery quality, talent readiness, and customer success-leveraging Google Cloud as a strategic channel and co-sell engine

The Opportunity:

• Own BU performance targets including bookings/revenue, gross margin, and pipeline coverage.
• Establish operating cadence: weekly forecasting, monthly business reviews, and quarterly planning.
• Define and execute the BU roadmap across priority industries, solutions, regions, and customer segments.
• Partner with Sales leadership to build a repeatable GTM motion including account mapping, territory strategy, and pipeline generation.
• Personally sponsor and close strategic deals, shaping proposals and SOWs and negotiating commercial structures.
• Build a scalable engine for Google-sourced and Google-influenced opportunities through strong field alignment and joint pursuit teams.
• Define flagship solution offerings aligned to market demand and Google Cloud priorities (e.g., data & AI, modernization, security, platform operations).
• Productize delivery through accelerators, reference architectures, fixed-scope packages, and repeatable delivery playbooks.
• Own the BU talent strategy including hiring plans, certification targets, and skills readiness.
• Ensure delivery excellence through strong QA standards, customer satisfaction, and on-time/on-budget execution.
• Build a leadership bench of delivery leads, solution architects, engagement managers, and player-coaches.
• Maintain executive relationships with Google Cloud partner leadership and field teams to drive joint pipeline and wins.
• Own the Joint Business Plan with clear targets, plays, stakeholders, and commitments.
• Secure and deploy partner investments (MDF, enablement, incentives) tied directly to revenue outcomes and reference customers.
• Forecast and manage bookings, revenue, and margin with improving predictability quarter over quarter.
• Build and manage dashboards covering pipeline health, conversion rates, ASPs, delivery margin, utilization, and customer satisfaction.
• Partner with Finance, Legal, and Operations on contracting, delivery models, and risk management.

What You Need:

• At least 10 years experience in GTM
• At least 5 year experience running a Google Cloud business within a GSI, SI, or consulting firm with ownership of bookings, margin, and growth.
• Demonstrated ability to build and scale a combined GTM and delivery engine.
• Deep understanding of GCP buying motions and Google Cloud co-sell models.
• Strong commercial leadership including pricing, SOW shaping, margin management, and risk tradeoffs.
• Executive presence and credibility with C-level clients and senior Google Cloud stakeholders.

Strongly Preferred:

• Prior GM or BU leadership experience with full revenue and delivery accountability.
• Experience launching and scaling packaged solution offerings and leading large, complex pursuits.
• Experience in high-demand domains such as data & AI, analytics, security, modernization, or platform engineering.

Compensation can differ depending on factors including but not limited to the specific office location, role, skill set, education, and level of experience. UST provides a reasonable range of compensation for roles that may be hired in various U.S. markets as set forth below.

Role Location: Remote- East Coast

Compensation Range: $200,000 - $340,000

Benefits

Full-time, regular employees accrue a minimum of 10 days of paid vacation per year, receive 6 days of paid sick leave each year (pro-rated for new hires throughout the year), 10 paid holidays, and are eligible for paid bereavement leave and jury duty. They are eligible to participate in the Company's 401(k) Retirement Plan with employer matching. They and their dependents residing in the US are eligible for medical, dental, and vision insurance, as well as the following Company-paid Employee Only benefits: basic life insurance, accidental death and disability insurance, and short- and long-term disability benefits. Regular employees may purchase additional voluntary short-term disability benefits, and participate in a Health Savings Account (HSA) as well as a Flexible Spending Account (FSA) for healthcare, dependent child care, and/or commuting expenses as allowable under IRS guidelines. Benefits offerings vary in Puerto Rico.

Part-time employees receive 6 days of paid sick leave each year (pro-rated for new hires throughout the year) and are eligible to participate in the Company's 401(k) Retirement Plan with employer matching.

Full-time temporary employees receive 6 days of paid sick leave each year (pro-rated for new hires throughout the year) and are eligible to participate in the Company's 401(k) program with employer matching. They and their dependents residing in the US are eligible for medical, dental, and vision insurance.

Part-time temporary employees receive 6 days of paid sick leave each year (pro-rated for new hires throughout the year).

All US employees who work in a state or locality with more generous paid sick leave benefits than specified here will receive the benefit of those sick leave laws.

What We Believe:

We proudly embrace the values that have shaped UST since day one. We build our culture of Humility, Humanity, and Integrity. These values inspire us to nurture a people-first, human centric culture that fosters belonging, prioritizes sustainable solutions, and keeps our people and clients at the forefront of all decisions.

Humility:

We will listen, learn, be empathetic and help selflessly in our interactions with everyone.

Humanity:

Through business, we will better the lives of those less fortunate than ourselves.

Integrity:

We honor our commitments and act with responsibility in all our relationships.

Equal Employment Opportunity Statement

UST is an Equal Opportunity Employer.

All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, sexual orientation, gender identity, national origin, disability, status as a protected veteran, or any other applicable characteristics protected by law. We will consider qualified applicants with arrest or conviction records in accordance with state and local laws and "fair chance" ordinances.

UST reserves the right to periodically redefine your roles and responsibilities based on the requirements of the organization and/or your performance.

#ust

#LI-REMOTE

#LI-KM2

account management,go-to-market,strategic planning,sales pipeline management,