Kirsten Diekmann

Developing a high-level Go-To-Market Partner Strategy for our Corporate business in APAC.

Mission: Develop a Go-To-Market Strategy for our Google Cloud Partners across JAPAC (SMB, JAPAC, North Asia). 1.) Partner Recruitment & Onboarding a.) Segmented existing partners and identified gaps in our partner ecosystem for specific market solutions. b.) Recruited partners to increase coverage of regional wide partner ecosystem. c.) Successfully contracted and on-boarded partners across JAPAC. 2.) Partner Strategy a.) Defined an engagement model by partner segment. b.) Created and leveraged effective (revenue generating) programs for our partners. 3.) Partner Performance Management a.) Set pipeline, revenue and certification targets with Focus Partners in Joint Business Plans, and established a regular performance cadence. 4.) Partner Enablement a.) Resources: Developed FAQ documents through learnings from office hours and desk share with Focus Partners. Documented processes and coordinated localization of existing and new material requested by internal stakeholders and partners. b.) Communication: Contributions to Monthly Partner Newsletter and improvements to Google Cloud's partner portal (Google Cloud Connect). c.) Training Curriculum: Coordinated a wide range of trainings (e.g. webinars, online trainings as well as instructor led trainings) for our Focus Partners across JAPAC with focus on North Asia (Greater China). Created a learning/development path for new GCP partners including resources. d.) Practical Experience: Set up lead routing to our partners to help them gain additional practical experience.

Mission: Vendor Relationship Management of three different operations and vendors across Sydney, Manila and Tokyo, in terms of cost, quality and delivery of service. 1.) Vendor Management a.) Launched and ramped up new vendors in Sydney (agency business), and in Tokyo (end customer & agency business). b.) Ramped down underperforming vendors and initiated the RFP process to select new vendors for Manila and Tokyo. Transitioned agency business seamlessly from previous to new vendor. c.) Led vendor compensation negotiations and contracting. d.) Set quarterly sales targets and drove performance management. e.) Coordinated headcount planning and budgeting activities. f.) Implemented new processes and enabled ongoing business process improvements. g.) Successfully launched new teams, projects and pilots across multiple vendors and countries. 2.) People & Stakeholder Management a.) Managed and evaluated performance of a team of Vendor Onsite Leads. b.) Collaborated with AUNZ & Japan B2B Marketing teams on lead delivery, performance and promotion strategies. 3.) Vendor Enablement a.) Created a training calendar based on needs discovered in rep coaching sessions. b.) Implemented coaching framework (GROW) and conducted monthly quality assessment. c.) Launched a Specialist Program to grow rep expertise in specific product areas with the goal of talent retention.

1.) Vendor Management a.) Launched and ramped up second North America vendor in Michigan. b.) Led vendor compensation negotiations and contracting. c.) Set quarterly sales targets and supervised performance management. d.) Participated in headcount planning and budgeting activities in coordination with internal teams. 2.) Project Management a.) Successfully launched new teams, projects and pilots across multiple vendors. 3.) People & Stakeholder Management a.) Drove SMB acquisitions through effective partnering with US & Canada B2B Marketing Team. b.) Managed and evaluated performance of a team Vendor Onsite Leads.

1.) Vendor Management a.) Highlighted top line key business insights to stakeholders and ETO management on a weekly basis. b.) Worked on initiatives and projects that improve ETO operation and overall business processes. 2.) Vendor Enablement a.) Served as onsite Google representative providing Google ­specific product and tool support to vendor team (e.g. though Office Hours). b.) Conducted Sales Rep coaching and quality assessments on a monthly basis. c.) Coordinated Newbie trainings in collaboration with vendor. d.) Developed an ongoing training path for vendor reps.

1.) Business Development a.) Prospected and partnered with new and existing agencies by presenting online marketing solutions for their customers. b.) Supported agencies to develop solid sales pitch strategies that will optimize their customers’ growth potential. 2.) Agency Enablement a.) Supported and advised agencies on their acquisition efforts and strategy by providing them with tailored presentations, industry and trend data. b.) Updated and educated agencies about Google products & new features.

1.) Business Development a.) Prospected and secured new AdWords customers by presenting relevant search marketing solutions with tailored presentations, industry data, etc. b.) Set up online marketing strategies for diverse companies across various industries. 2.) Account Management a.) Set campaign targets aligned with customer and account management team. b.) Created effective ad campaigns to maximize customers’ ROI. 3.) Customer Service: a.) Updated and educated customers about existing and new Google products & features. b.) Provided customer service.

1.) Organized and supervised communication campaigns 2.) Developed new product concepts 3.) Created POS ­material

1.) Quantitative and qualitative analysis of absenteeism motives 2.) Created absenteeism solutions and action plans 3.) Recruitment