About the job

As a Business Development Manager, you will be responsible for building relationships and joint business growth plans with partners as they make financial decisions with Google Cloud. You will collaborate with our Partners, Google Global and Regional Partner Managers, Business Account teams, Product, Engineering, Marketing, Professional Services, Finance, Legal and others, to execute on a full life-cycle partnership ideation and discussion. You will be responsible for engaging executive levels to build a partnership, presenting proposals to them, structuring relationships, and representing Google Cloud and commitment to partnerships and customers. You will focus on strategic sovereign partners including Operating Partners and Independent Software Vendors (ISVs). You will be part of the ecosystem and channels team and will be responsible for selecting, evaluating, defining and partnering some of Google’s partnerships and business models. You will prioritize to accelerate one or more priorities including business, new customer acquisition, solution completeness, and market position.

In this role, many projects and partnerships from this team are non-standard in nature and require sponsorship across multiple stakeholders. You will encompass all Google Cloud products, geographies and industries, allowing for a perspective to share business recommendations with leadership. You will experience evaluating financial partnership potential and structuring unconventional business models.

Google Cloud accelerates every organization’s ability to digitally transform its business and industry. We deliver enterprise-grade solutions that leverage Google’s 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 $224,000-$312,000 + 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

• Identify new game-changing partnership targets and execute an end-to-end business development life-cycle from initial engagement through contractual execution to grow the highest priority partnership segments of Google Cloud’s Ecosystem.

• Define and execute targeted partnership strategy with the objective of optimizing adoption of Google technologies and products and developing a joint business, drive customer acquisition and business growth through joint go-to-market initiatives with sales, ISV partners, and Global System Integrator (GSIs).

• Cultivate relationships with external and internal C-level executives and achieve mutually beneficial outcomes.

• Manage a portfolio of partnership agreement structuring engagements, defining and executing of unconventional contract structures, working cross-functionally with product, engineering, industry and sales teams to focus on the biggest impact partnerships.

• Define and operationalize new business models through partners to unlock Total Addressable Market (TAM) and accelerate revenue.

Minimum qualifications

• Bachelor's degree or equivalent practical experience.

• 15 years of customer-facing experience in SaaS or AI companies, cloud sales, corporate development, investment banking, or. management consulting.

• Experience in execution, including identifying, developing, and negotiating partnership strategies.

• Experience operating in a global model.

Preferred qualifications

• Master’s degree in Business Administration, Engineering, Computer Science, or equivalent practical experience.

• Experience recruiting multiple industry-leading SaaS partners to cloud platforms and managing those partnerships into a successful joint GTM motion and interaction with C-suite with market leading technology and SaaS companies.

• Experience in driving business strategies and initiatives with C-level stakeholders.

• Understanding of financial and analytical skills with a keen focus to support sovereign solutions.

• Ability to work in a rapidly changing industry and collaborating with cross-functional stakeholders.

• Excellent communication, presentation, problem-solving, and analytical skills with impeccable business judgment and thought leadership.