About the job

As a Commercial Manager for Global Deal Pursuit, you will serve as a 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 Customer Solutions (GCS) sales teams are trusted advisors and competitive sellers who maintain a relentless focus on customer success by bringing the best Google has to offer to small- and medium-sized businesses (SMBs), which are the backbone of our communities. As a member of our team, you’ll have the opportunity to work with company owners and make a real difference in their businesses by helping them grow. Together, we help shape the future of innovation for customers, partners, and sellers...and we have fun doing it.

Responsibilities

• Work with identified high-propensity target accounts and help 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 (VMs)" deployments , as well as a "managed TPU-aaS solution" for neoclouds such as delivery delays, warranties, intellectual property rights (IPR), insurance, ordering schedules, commit tranches, usage guidelines and indemnification.

• Build out the contracting and approvals management plan, determining and managing NTK 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, go-to-market (GTM) and drive progress on agreement negotiations, balancing between operational complexity vs business needs.

Minimum qualifications

• Bachelor's degree or equivalent practical experience.

• 8 years of experience in a management consulting, sales operations, business strategy or corporate advisory role.

• Ability to communicate in English, Spanish and Portuguese fluently to engage with local stakeholders.

Preferred qualifications

• 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 appropriate.

• Experience in contract negotiations for IT sector products and services, contract drafting, C-level stakeholder management, and working directly with customers.

• Experience leading and advising on enterprise contract negotiations or in an executive sales role in a technology company.