Business Development Manager, Strategic Partnerships, Google Cloud
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In-office locations: Atlanta, GA, USA; Austin, TX, USA; Boulder, CO, USA; Chicago, IL, USA; Addison, TX, USA; Miami, FL, USA.
Remote location(s): Massachusetts, USA.
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 in defining partnership Go-To-Market (GTM) business plans and strategies with global partnerships, of a multi-horizon insight, stakeholder value definition, multi-solution portfolios, routes to market, sales plays, business generation strategies, value chain and use case definition, joint GTM execution, investment leavers, governance, and success criteria.
- Ability to work in a rapidly changing industry and collaborating with cross-functional stakeholders.
- Excellent communication, presentation and problem-solving skills with impeccable business judgment and thought leadership.
About the job
As a Business Development Manager, you will focus on our Strategic SaaS and AI Partnerships. You will be part of the Ecosystem and Channels team and will be responsible for selecting, evaluating, defining and negotiating some of Google’s most strategic, complex and impactful partnerships and business models. This includes partnerships prioritized to accelerate one or more strategic priorities including solutions, industries, products, category completeness and strategic market position. Many projects and partnerships negotiated from this team are non-standard in nature and require sponsorship across multiple stakeholders. Our scope encompasses all Google Cloud products, geographies and industries, allowing for a unique perspective to share strategic business recommendations with leadership. You will experience evaluating financial and strategic partnership potential and contractually structuring unconventional business models, when appropriate.
In this role, you will be responsible for building relationships and joint business growth plans with partners as they make financial and strategic decisions with Google Cloud. You will collaborate with our Partners, Google Global and Regional Partner Managers, Sales Account teams, Product, Engineering, Marketing, Professional Services, Finance, Legal and others, to execute on a full lifecycle partnership ideation and negotiation. In this role, you will define, develop and structure Go-To-Market (GTM) and innovation partnerships with the potential for meaningful top-line business impact for Google Cloud. This also includes working on some of the most important AI partnerships as we grow as a global leader in GenAI. You will be responsible for facilitating workshops, building and presenting strategic proposals to C-level partner executives, structuring contractual relationships, and representing Google Cloud and our commitment to partnerships and our customers.
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.
The US base salary range for this full-time position is $218,000-$306,000 + 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 partnership goals and execute a business development lifecycle from initial engagement through contractual execution in order to grow the highest priority partnership segments of Google Cloud’s Ecosystem.
- Co-define and develop mutually impactful value propositions with partner stakeholders and their C-level decision makers.
- Develop strategic Go-to-Market strategies for your particular partnerships, working cross-functionally with product, engineering, industry and sales teams to focus on the biggest impact GTM partnerships.
- Lead the definition and execution of unconventional structures with appropriate cross-functional stakeholders as needed.
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Google is a global company and, in order to facilitate efficient collaboration and communication globally, English proficiency is a requirement for all roles unless stated otherwise in the job posting.
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