Deal Pursuit Manager, Public Sector, Google Cloud

As a Commercial Manager for Global Deal Pursuit, you will serve as a strategic 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 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.

• Work with identified high-propensity target accounts and helping 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 VMs deployments , as well as a managed TPU-SaaS solution for Neoclouds such as Delivery delays, warranties, 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, GTM) and drive progress on agreement negotiations, balancing between operational complexity vs strategic 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.
• 8 years of experience in a technology agreement, agreement desk, legal, or business operations environment.
• Experience with customer agreements, including tailoring them to meet business needs.

Preferred qualifications:

• 15 years of experience leading and advising on enterprise contract negotiations or experience in an executive sales role in a technology company.
• Extensive experience in contract negotiations for IT sector products and services, contract drafting, C-level stakeholder management, and working directly with Public Sector customers.
• 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.
• Ability to communicate in English, Spanish and Portuguese fluently to support client relationship management in this region.