About the job

In this, you will have the primary responsibility of structuring large agreements and go-to-market (GTM) constructs (e.g., programs, policies) that meet customer needs, while driving Google Cloud's revenue and profitability, and ensuring risk mitigation and operational feasibility. You will achieve this by understanding customers’ specific needs, optimizing products and solutions for competitive differentiation, and structuring commercial terms that drive sound economics. You will be central to driving commercial strategy on agreements and partnerships, along with cross-functional stakeholders (e.g., across Sales, Product, Finance, Sales Operations) from strategy to execution.

You will leverage your agreement experience and thought leadership to work closely with cross-functional teams to help drive and enhance business policy, product GTM, sales GTM, verticals strategy, and other strategic projects. Your role requires working on ambiguous problems in a changing environment, providing a 360-degree view of the Google Cloud business, and offering ample opportunities to learn and grow.

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.

The US base salary range for this full-time position is $186,000-$270,000 + 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

• Apply cloud, industry expertise, and Google Cloud knowledge (strategy, product, operations, financials), to develop strategies and agreement constructs.

• Use first principles to address, prioritize, and structure issues, whether agreement-specific or broader Google Cloud issues. Develop an all-round athlete skillset (e.g., thinking, analytics, product/industry expertise), while specializing in areas aligned to business priority and your interests.

• Engage with executive leadership and customers to drive decision-making, including making specific recommendations.

• Collaborate effectively across functions (e.g., Business Planning, Sales, Finance, Operations, Product areas) to manage issues like new business models, refining GTM/sales strategy, and field enablement.

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.

Preferred qualifications

• 8 years of experience in developing and driving business strategy (e.g., management consulting, corp. strategy, finance, product management / product operations, business planning, agreement pricing) in tech environments.

• Experience in IT infrastructure, cloud and digital transformations.

• Ability to work in changing environments with ambiguous problems, deploying first principles problem-solving.

• Ability to work with C-suite/executive leaders internal as well as customers with excellent project management, presentation, and executive communication skills.