Product area
Google Cloud accelerates every organization's ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google's cutting-edge technology, and tools that help developers build more sustainably. Customers in more than 200 countries and territories turn to Google Cloud as their trusted partner to enable growth and solve their most critical business problems.
Job description
The Deal Pursuit Organization (DPO), drives Google Cloud's growth by strategically structuring agreements, enabling internal and external customer success, and ensuring efficient commercial execution.
As a Commercial Manager for Global Deal Pursuit, you will serve as a strategic business partner to sales teams, accelerating agreement closure timelines while mitigating commercial and agreement risk across all Google Cloud products. You will combine market knowledge with tech industry savvy to discuss cost-effective solutions that support Google Cloud's growth. You will ensure customers needs are addressed while minimizing Google risk and operational impact, and will build and maintain relationships with sales teams, internal cross-functional teams and customer consultants.
Qualifications
Job responsibilities
- Work with identified high-propensity goal accounts and helping to convert pipeline into signed agreements, supporting different commercial and legal structures related to hardware and on-premise deployments.
- Discuss custom terms for bare-metal and virtual machine (VM) deployments, warranties, Integrated Privacy Reviews (IPR), custom ordering schedules, commit tranches, usage guidelines, and indemnification.
- Build out the contracting and approvals management plan, determining and managing need-to-know status, managing internal approval and steering towards compliant transactions, securing the right signatories, establishing order of operations including anticipating and managing escrow processes.
- Bring together multiple internal stakeholders (e.g., Partnerships, Treasury, Tax, Legal, Finance, Product, GTM) and drive progress on agreement discussion, balancing between operational complexity versus business needs.
Minimum qualifications
- Bachelor's degree in Business, or equivalent practical experience.
- 8 years of experience in a technology agreement, agreement desk, legal, or business operations environment.
- Experience working with customer agreements, and with tailoring agreements to meet business needs, and cross-functional internal business partners.
Preferred qualifications
- 15 years of experience leading and advising on enterprise contract negotiations or experience in an executive sales role in a technology company.
- Experience in agreement negotiations for IT sector products and services, C-level stakeholder management, and working directly with customers.
- Experience negotiating enterprise agreements and project management of a contract with customers and cross-functional internal business partners solving customer concerns with education, deployment of common fallbacks, or bespoke drafting, as needed.
- Excellent communication skills, with the ability to build and maintain relationships with collaborators.
