Google Cloud brings new life to its go-to-market organization

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Google Cloud said today it’s making some big changes within its go-to-market organization, just weeks after elevating Adaire Fox-Martin to a newly created role that made her the lead sales executive for the cloud infrastructure business.

The changes to Alphabet Inc.’s cloud unit include a series of new executive hires and the rebranding of Google’s Clouds Consulting Services division, all aimed at improving the efficiency of its sales operations.

In an internal announcement provided exclusively to SiliconANGLE, Google Cloud revealed that Tara Brady will join the company as the new head of go-to-market in Europe, the Middle East and Africa. Brady, whose role will see her represent the voice of customers and partners across EMEA, joins the company from Microsoft Corp., where she led the company’s worldwide sales and strategic partnerships organization. agency.

Another new name is Bob Frati, who will join the company in late April to lead the Google Workspace global specialty sales team, separate from the Google Clouds infrastructure business. Frati is a major hire, having recently served as chief sales and success officer at Salesforce Inc.’s Slack. The workspace’s go-to-market teams will be centralized under him, Google said, helping to unite the its regional and global specialists. Frati will in turn report to Phil Davis, who joined six months ago from Amazon Web Services Inc. Davis will lead Google Cloud Go Market Specialized Sales.

Another significant change sees Lee Moore, who previously led Google Clouds’ Cloud Customer Experience unit, take responsibility for an expanded and rebranded Google Cloud Consulting organization. It is a new umbrella organization bringing together CCE with Cloud Learning Services and a new Global Services Delivery team joining the old Global Delivery Center and part of the Center of Excellence teams. The organization will operate in what Google says is a hybrid global/regional model to deliver a “comprehensive global services portfolio to our clients while allowing service teams in regions to focus on their clients.”

Under Moore, Google Cloud Consulting will continue to provide consulting services in collaboration with the company’s partner ecosystem, helping to create more value for clients. Moore has had more than a year to find his feet in Google Cloud, having spent more than 30 years with Accenture.

These aren’t the only changes to the go-to-market team. The others include:

Tom DeFeo, who led North American customer engineering most recently in his three years at Google Cloud, will now lead an expanded go-to-market solutions organization that brings together all of his solution architects, solutions management, portfolio lifecycle management and more, with the goal of providing repeatable solutions to clients across regions. Carrie Tharp, who was VP of Retail at Google Cloud, will now lead the GTM Strategic Industries organization, which includes industry market leaders in financial services, healthcare, manufacturing, supply chain, sustainability and other areas. 10-year Google Cloud veteran Umesh Vemuri, who served as vice president of Global Strategic Industries and Customers, will now lead a new GTM Strategic Pursuits team, which will identify and develop future business opportunities and transform them into scalable programs. Matt Renner, who has served as a leader at Microsoft, Oracle Corp. and Salesforce, will join Google Cloud as chief operating officer of GTM to develop Google Cloud’s long-term go-to-market strategy. Greta Krupetsky will lead the Strategy and Operations team on an interim basis.

Meanwhile, regional leads including Karan Bajwa, Tomo Hirate and Eduardo Lopez will continue to fill their roles.

As Google Cloud grows, we often evaluate the right organizational structure to serve our customers and partners, a company spokesperson said in a statement. The changes announced today will ensure we have the right people and systems in place to keep our customers and partners happy now and in the future.

The reshuffle suggests that Fox-Martin is determined to make its mark on Google Clouds’ sales operations. In January, she was promoted to her new position of president of the Google Cloud Go-to-Market Organization. At the time, Google Cloud stressed that her job was an entirely new role, although analysts saw her as a replacement for former Google Cloud chairman Robert Enslin, who left the company in May to become co-CEO of UiPath Inc.

Analysts said Fox-Martin was likely tasked with making the Google Clouds sales organization more efficient and competitive at a critical time for the company, when growth in the cloud infrastructure and services industry is slowing while companies seek to optimize their technology expenditures. The slowdown in the economy has also affected Google LLC’s advertising business, increasing pressure on the cloud drive to start showing a profit to compensate.

Holger Mueller of Constellation Research Inc. said that while Google has long struggled to find the right go-to-market approach for Google Cloud, it may have found the solution in Fox-Martin. “He has deep go-to-market experience with nearly 14 years at SAP and more than 18 at Oracle,” he said. “It understands the business needs well and this can only benefit Google, which faces challenges in terms of reach, relevance and access. It is moving towards a more global modus operandi, with Moore and Frati both leading newly formed global teams” .

Mueller said Frati’s appointment was smart, as he should help the company gain more prominence in the future of the workspace and challenge Microsoft’s dominance in the space. Given the broad portfolio of offerings within Google Cloud, Mueller said, the company was wise to hire Brady from Microsoft as well, since he has a larger roster of offerings.

“Google Cloud’s go-to-market team is getting a little more services-focused and a little more Accenture-heavy,” Mueller added. “It will be key to reassure other large systems integrators that Google Cloud is still open to doing business with all of them.”

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