Principal Partner Solution Architect, OSP and Telco

About the job

As a Principal Partner Solution Architect, you are a strategic channel leader driving Google Cloud ecosystem growth across Online Service Provider (OSP) and Telecommunications (Telco) routes to market. You will partner with executive stakeholders to design bundled offers (Google Workspace, Gemini Enterprise, Chrome Enterprise, Security, and

Google Cloud Platform (GCP)), multi-tenant packaging, and zero-touch API workflows for SMB and Mid-Market/Corporate segments. Bridging business strategy and technical execution, you will align reseller models with cloud capabilities to accelerate pipeline growth, customer activation, and multi-product adoption.

Individual pay is determined by factors including job-related skills, experience, and relevant education or training.

US: $233000 - $324000 (USD) + 25% bonus target + equity + benefits

Learn more about benefits at Google.

Responsibilities

• Serve as primary liaison to partner leadership to secure multi-year bets, align Joint Business Plans, and grow Annual Recurring Revenue (ARR) across Workspace, Gemini, Security, and GCP.
• Design scalable seat, usage, and token-based billing architectures, standardizing commercial frameworks for zero-touch channel transactions and deep Business Support Systems (BSS)/Operations Support Systems (OSS)/storefront integration.
• Define global GTM frameworks and bundled solution packages to boost multi-product attach rates, accelerate quote-to-cash velocity, and reduce provision-to-activation cycle times.
• Lead "train-the-trainer" upskilling programs for partner teams to build technical self-sufficiency (L1/L2 support) and scale downstream SMB and Mid-Market customer acquisition.
• Help OSPs and Telcos integrate Google Cloud into their internal operations while serving as the voice-of-the-partner to product engineering to refine roadmaps and remove transaction friction.

Minimum qualifications:

• Bachelor's degree in Computer Science, Telecommunications, Information Systems, a related field, or equivalent practical experience.
• 10 years of experience in a partner-facing technical architecture, Telco/OSP digital transformation, IT systems deployment, or technology consulting role.
• Experience designing commercial go-to-market strategies, billing, and packaging models for SMB and Enterprise solutions across partner digital storefronts, Telco BSS/OSS platforms, and cloud marketplaces.
• Experience with cloud computing across applications, infrastructure, storage, platforms, or data.
• Experience presenting to technical stakeholders and executive leaders.

Preferred qualifications:

• MBA or Master’s degree in Business, Economics, Computer Science, or a related analytical field.
• Professional Cloud Architect certification for Google Cloud.
• Experience with B2B digital commerce, subscription monetization, Telco BSS/OSS ecosystems, and API-driven cloud billing integrations.
• Experience in multi-tier Telco and OSP channel architecture for SMB and Corporate segments.
• Ability to align partner ecosystems to accelerate zero-touch transactions, drive multi-product attach, and secure commitments.
• Experience influencing Director, VP, and Board-level leadership to drive technical alignment across partner networks.

• Bachelor's degree in Computer Science, Telecommunications, Information Systems, a related field, or equivalent practical experience.
• 10 years of experience in a partner-facing technical architecture, Telco/OSP digital transformation, IT systems deployment, or technology consulting role.
• Experience designing commercial go-to-market strategies, billing, and packaging models for SMB and Enterprise solutions across partner digital storefronts, Telco BSS/OSS platforms, and cloud marketplaces.
• Experience with cloud computing across applications, infrastructure, storage, platforms, or data.
• Experience presenting to technical stakeholders and executive leaders.

In most instances, this position requires in-person interviews as part of the hiring process.