Work Transformation (Google Workspace) Team Lead

OniGroup is the leading Google Cloud Premier Partner across APAC and EMEA specialising in consulting, developing and supporting solutions utilising Google technologies, including:

• Google Workspace
• Google Cloud Platform
• Google Maps
• Google Analytics 

OniGroup is globally recognised by Google for consistently demonstrating deployment and support excellence, due to our continued focus on delivering positive business impacts to our clients.

You will be joining a vibrant team of professionals who have an enthusiasm for creative problem solving while learning new skills on a daily basis. 

The most important skills and interests that we look for in candidates are:

• Humility, integrity and transparency 
• A team mentality, whilst looking to take ownership of independent responsibilities
• Self motivated, with a strong work ethic and interest in learning
• Ability to embrace change and adapt to new goals and opportunities
• Client focused and motivated, with a value add mentality
• A broad interest in business & technology
• Excellent written and verbal communication skills

This role will be working directly with the OniGroup and Google ANZ teams across some of the largest & most disruptive companies across the region in enhancing their business’ using Google technologies. 

Role Overview

OniGroup is seeking a highly strategic and experienced Work Transformation Team Lead to head our Google Workspace Business Unit. Reporting directly to the Managing Director, you will be responsible for defining and communicating the unit's strategy, driving sales performance, and overseeing the delivery of professional migration and change management services.

As the Team Lead, you will directly lead and mentor our team of Workspace Sales and Consulting professionals (including the Senior Account Manager, Senior Business Development Manager, and Account Executive). You will work closely with the Google Workspace Technical Team Lead to ensure seamless service delivery and collaborate cross-functionally with the leaders of our Google Cloud, Google Analytics, and Google Maps business units in ANZ.

Additionally, you will act as the bridge for Gemini Enterprise product streams, working alongside our AI Specialist, and absorb overarching client engagement and strategy responsibilities to ensure our clients maximize their Google Workspace investments..

Key ResponsibilitiesBusiness Unit Strategy & Google Relationship Management

• Collaborate with Google and the OniGroup Google Workspace team to direct and execute OniGroup’s GWS Go-To-Market (GTM) strategy.
• Manage and nurture relationships with key Google stakeholders, including Partner Managers, Sales Managers, and Sales Representatives.
• Work collaboratively with other ANZ business unit Team Leads (GCP, Maps, Analytics) to foster cross-sell opportunities and unified solutions.
• Partner with OniGroup's AI specialist to identify and drive streams involving the Gemini Enterprise product.
• Work alongside Onigroup support functions including Marketing and Operational teams to align on GWS business unit goals

Team Leadership & Sales Management

• Provide direct people management, coaching, and mentoring to the Google Workspace sales and consultant team.
• Own the overall pipeline management, forecasting the GWS book of business, and presenting sales reports back to the executive team.
• Drive comprehensive sales management for each of the main GWS revenue streams including:
• Owning New GWS Logo related opportunities (bringing non-GWS organisations to Google) with the Senior Business Development Manager
• Overseeing Account Management and Retention with the Senior Account Manager
• Overseeing Account Expansion with the Senior Account Manager and Senior Business Development Manager
• Overseeing the On-boarding of existing Google Workspace clients to OniGroup with the Senior Business Development Manager
• Overseeing Google Workspace Professional Services for all of the above along with the Google Workspace sales and technical teams

New Logo Acquisition & Sales Cycle Management

• Work with Google, Marketing and Senior Business Development Manager to drive pipeline build for New Logo opportunities, including account mapping, prospecting, marketing and industry events.
• Lead the entire New Logo sales cycle alongside the Senior Business Development Manager including: business discovery, value proposition/pitching, product demonstrations, business case development, proposals and commercial negotiations.
• Navigate highly complex SaaS sales cycles across both Google and client C-Level stakeholders
• Oversee technical discovery for services and draft comprehensive Statements of Work (SOWs) in conjunction with the GWS technical team.

Project Management & Service Delivery

• Oversee the successful delivery of migration and implementation services for New Google Workspace Logo clients (clients moving from Microsoft to Google Workspace)
• Project Manage the Change Management execution, ensuring smooth transitions and high user adoption, including the following streams:
• Owning Executive Sponsorship
• Overseeing Training
• Overseeing Communications
• Contrituting to Organisation Analysis.
• Work in tight alignment with the GWS Technical Team Lead to oversee and assist with the project management of technical implementations and cutovers.
• Absorb high-level client engagement duties, ensuring service proposals and ongoing engagements align closely with client requirements.

Experience & Qualifications

• 5-10 years of B2B sales, pre-sales, or customer success experience, preferably in the technology, consulting, or software industry.
• Demonstrated track record of navigating and closing complex sales cycles.
• Proven experience in scoping and overseeing the delivery of technical implementation and/or change management services.
• Strong familiarity with SaaS solutions (Google Workspace, Google Cloud, or Microsoft 365 experience is highly advantageous, but not mandatory).
• Demonstrated success as a team leader or people manager, with a passion for coaching and developing talent.