About the job

As a Strategic Partner Manager, you will be the driving behind Google’s "Beyond-the-Phone" portfolio within one of our most critical Carrier partnerships. You aren't just selling products; you are architecting how Google’s ecosystem spanning Nest, Fitbit, Pixel Buds, and Pixel Tablet integrates into the subscriber’s life.

You will own the end-to-end commercial relationship for non-phone hardware and subscription services (e.g., Nest Aware, Fitbit Premium), managing significant business goals and complex joint business plans. You are a master of the "Integrated Sale," working across Headquarters (HQ), Indirect, and Business-to-Business (B2B) channels to ensure Google maintains a engaged advantage in a changing retail environment.

The US base salary range for this full-time position is $146,000-$211,000 + 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

• Lead end-to-end MSA negotiations and incentive structures across hardware and services. Architect comprehensive JBPs to consistently exceed OKRs.

• Drive Google subscription expansion by embedding services into core carrier offerings. Architect high-value "Hardware + Service" bundles to increase partner Average Revenue Per User (ARPU), maximize Lifetime Value (LTV), and reduce churn.

• Lead high-stakes pitches for new product categories and integrated service solutions via line reviews and Requests for Proposals (RFPs). Coordinate with cross-functionals to ensure flawless execution.

• Establish Key Performance Indicators (KPIs) for recurring business and hardware sales, monitoring trial-to-paid conversions and attach-rate benchmarks. Ensure partner compliance with negotiated terms and promotional timelines.

• Manage assigned budgets with high accuracy, ensuring all spend drives Return on Investment (ROI).
  Serve as the primary Headquarters (HQ) point of contact, aligning Google’s innovation roadmap with the partner’s strategic direction.

Minimum qualifications

• Bachelor’s degree or equivalent practical experience.

• 7 years of experience in account management, hardware sales, or business development within telecommunications, consumer electronics (CE), or retail.

• Experience managing multi-million-dollar budgets and tracking return on investment (ROI), sales performance, and market share.

• Ability to travel up to 25% of the time.

Preferred qualifications

• 4 years of experience managing "Beyond-the-Phone" categories, including wearables, Smart Home/Internet of Things (IoT), or mobile computing.

• Experience managing Software as a Service (SaaS), consumer subscriptions, or recurring revenue models within a retail or carrier environment.

• Experience in leading discussion for MSAs, incentive structures, and promotional funding.

• Understanding of the carrier landscape, specifically bundling hardware and services across retail, business-to-business (B2B), and indirect channels.

• Ability to lead a team to deliver unified joint business plans (JBPs).

• Ability to translate data, such as churn and lifetime value (LTV), into compelling executive narratives.