Commercial Manager, Deal Pursuit, Google Cloud

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
• 10 years of experience leading the structuring, drafting, and negotiation of commercial or enterprise service agreements at a technology company or in a legal environment focusing on technology customers/agreements.
• Experience working with a quota carrying enterprise sales team.
  
• Experience with Salesforce, Vector or equivalent Workspace.
• Experience supporting Sales teams and internal departments such as Finance and Legal.
  

Preferred qualifications:

• Juris Doctor, MBA, or other advanced degree.
• Experience in enterprise contracting covering both legal and pricing as a Contract Manager, or in a similar function.

Understanding of business recognition and Sarbanes-Oxley Act (SOX) compliance in the context of complex Software as a Service (SaaS) and Cloud services.

About the job

As a Commercial Manager for Google Cloud's Global Business Practices, you will serve to provide agreement structuring and guidance to the Google Cloud Sales organization, prepare tailored agreement packages, and discuss work directly with Google Cloud Customers. You will work actively to discuss elements of pricing and contractual terms, based on a set of pre-defined and known limits and conditions.

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.

Responsibilities

• Manage agreement creation processes. Articulate customer requirements, business cases, and agreement value to several stakeholders. Partner with Business leaders to understand plans and timelines for agreements.
• Act as the first point of contact for Business teams to create a mutually agreeable commercial proposal within the remit of the Global Business Practices team, or in collaboration with internal stakeholders.
• Serve as an adviser to the Business team(s) on pricing, product configuration, and business terms. Advise team(s) on objection handling techniques, alternative agreement options, or value propositioning to help drive agreement closures.
• Engage with customers to explain Google's terms and conditions and discuss changes to those provisions using pre-approved fallbacks or an internal exception process for bespoke provisions.
• Work with Global Business Practices, Legal, Finance, Sales, Pricing, and Product teams to drive agreement efficiencies.