About the job

Our teams are dedicated to helping the customers developers, small and large businesses, educational institutions and government agencies see the benefits of the technology come to life.

Google Cloud Pursuit Organization is the team who enables smart, speedy, customer-focused agreements, focus on accelerate Google Cloud contract velocity and deliver value in every interaction, with the goal of establish a highly automated, intuitive, effective and consistent approach to maximize business, control costs and manage risk through agreement making process.

As a Commercial Manager for Google Cloud, within the Deal Pursuit organization, you will serve as a strategic business partner to field sales, managing consultations and accelerating agreement closure timelines while mitigating commercial and contractual risk across all Google Cloud products. You will ensure that customers’ needs are addressed while minimizing Google's risk and operational impact, and you will build and maintain relationships with sales, 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.

Responsibilities

• Partner with field sales teams early in the business cycle to drive proposal development and shape large, strategic, enterprise agreements.Engage directly with enterprise and select customers to lead commercial and contractual consultations, independently handle objections, socialize customer requests with internal stakeholders, and coordinate approvals.
• Introduce prospective customers to cloud concepts, norms, and industry standards; draft term sheets and provide customer-facing analysis demonstrating the value of the Google solution.
• Provide strategic stewardship on contract negotiations to all internal and external stakeholders. Serve as a trusted advisor and partner to internal groups, including sales leadership, global business practices, legal, finance, and product development.
• Manage projects, consult on and execute agreements, and coordinate the preparation of responses to RFIs, RFPs, and RFQs. Review and prepare contract redlines using custom language and fallbacks as appropriate.

Minimum qualifications

• Bachelor's degree in Technology, Engineering, Science, Economics, or equivalent practical experience.

• 6 years of experience in agreement consultation and management, or in executive sales within the technology sector.

• Ability to communicate in Japanese and English fluently, as this role requires interaction with local stakeholders in both languages.

Preferred qualifications

• Experience leading contract negotiations for IT products and services, including contract drafting and managing C-level stakeholder relationships.

• Experience managing the end-to-end execution of enterprise agreements, including coordinating with cross-functional internal partners (e.g., legal, finance, operations).

• Experience resolving customer concerns through education, the application of standard fallbacks, or bespoke drafting as needed by the agreement.

• Ability to navigate change-oriented environments and manage multiple first-of-its-kind requests efficiently to meet business deadlines.