Commercial Manager, Global Deal Pursuit

Minimum Qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 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.
• Experience with customers and cross-functional internal business partners.
• Experience leading and taking on multiple time-sensitive projects at one time.

Preferred Qualifications:

• 15 years of experience leading and advising on enterprise agreement 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 agreement with customers and cross-functional internal business partners; solving customer concerns with education, deployment of common fallbacks, or bespoke drafting, as appropriate.
• Ability to build and maintain relationships with collaborators.
• Excellent communication and people management skills.

About The Job

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.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.
The US base salary range for this full-time position is $227,000-$320,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.
Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.
The US base salary range for this full-time position is $227,000-$320,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.

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.
• Negotiate custom terms for "bare metal" and "virtual machines" deployments warranties, Integrated Privacy Review (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, driving 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 (Partnerships, Treasury, Tax, Legal ,Finance, Product, GTM) and drive progress on agreement negotiations, balancing between operational complexity vs strategic business needs.