Product area

Google Customer Solutions (GCS) sales teams are trusted advisors and competitive sellers who maintain a relentless focus on customer success by bringing the best Google has to offer to small- and medium-sized businesses (SMBs), which are the backbone of our communities. As a member of our team, you'll have the opportunity to work with company owners and make a real difference in their businesses by helping them grow. Together, we help shape the future of innovation for customers, partners, and sellers...and we have fun doing it.

Additional job description

As a Commercial Manager for Google Cloud's Global Business Practices, you will serve to provide agreement structuring and guidance to the Google Cloud Public Sector Sales organization, prepare tailored agreement packages, and negotiate work directly with Google Cloud Customers. You will work to negotiate elements of pricing and contractual terms, based on a set of pre-defined and known limits and conditions.

Qualifications

Job responsibilities

Manage agreement creation, and collaborate with Sales teams to define customer needs, business cases, and agreement value for stakeholders. Partner with Sales leaders to understand close-plans, and timelines.
Act as the primary contact for sales, and public sector customers throughout the opportunity-to-cash process. Work to create mutually-agreeable business proposals within global business practices, or in collaboration with internal groups.
Advise Sales teams on pricing, product configuration, and business terms. Provide guidance on objection-handling, alternative agreement options, and value-propositioning to help finalize agreement closures.
Engage with Google Public Sector customers, and prospects to explain Google's terms-and-conditions. Negotiate changes using pre-approved fallbacks, or an internal exception process for bespoke provisions.
Build relationships and feedback loops with programmatic teams, Legal, Finance, Sales, Pricing, and Product to drive agreement efficiencies.

Minimum qualifications

Bachelor's degree or equivalent practical experience.
8 years of experience in management consulting, sales operations, business strategy, investment banking, venture capital, private equity, or corporate advisory, or 6 years of experience with an advanced degree.

Preferred qualifications

Master's degree or MBA.
Experience in public sector agreements covering both legal and pricing, or a similar function.
Understanding of business recognition and SOX compliance in the context of Software as a Service and cloud services.
Ability to communicate in English and Japanese fluently to support client relationship management in this region.

Commercial Manager, Public Sector Deal Pursuit, Google Cloud

Commercial Manager, Public Sector Deal Pursuit, Google Cloud - Singapore

Group Commercial Manager