Pursuit Lead, Google Cloud Consulting
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Minimum qualifications:
- Bachelor's degree or equivalent practical experience.
- 8 years of experience in customer-facing roles, including interfacing with executive stakeholders, managing and delivering IT technical implementations, transformation programs, or other initiatives.
- 5 years of experience navigating customer organizational structures, developing and selling services solutions, and on-time delivery.
- Experience supporting enterprise customers in Cloud Professional Services organizations, IT consulting, or program management organizations.
- Experience in one of the following: Financial Services, Manufacturing, Retail, Telco/Media/Entertainment.
Preferred qualifications:
- Experience in cloud products and services.
- Experience in industry standard financial concepts and metrics.
- Experience from writing and discussing agreement documents, proposal documents for professional service engagements.
- Understanding of customer organizational structures, developing and promoting services solutions, and on-time delivery.
- Ability to facilitate communication between technical and business stakeholders.
About the job
GCC Pursuit Leads (PLs) connect Google Cloud Consulting Services with our customers, helping them to achieve their business goals. PLs are skilled and experienced professionals who are able to understand the customer's business needs and translate them into service strategies, leveraging Google Cloud Consulting and our partner ecosystem.
In this role, you will be working with customer teams to align custom standalone and multi-phase program opportunities, including training, support and potential alignment with cross-Product Area (PA) solutions. You will define the services strategy with the goal to de-risk and accelerate the Customers GCP adoption journey.
You will be building, fostering and managing customer relationships at executive level, building trust and helping closing agreements.
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 the services sales process taking customer use cases from lead through to delivery.
- Accelerate customer adoption of Google Cloud by leading the development of the implementation strategy for GCP Customers including funding mechanisms. Partner with cross-functional teams.
- Lead solution exercises to take customer business use cases and translate them into actionable delivery models and Statements of Work (SOWs).
- Collaborate with Sales and Customer Engineering to capture customer use cases, requirements, develop a service strategy for individual accounts, and act as the point of contact for services sales with the sales team.
- Deploy the value of Google Cloud Consulting (GCC) to customers by pitching an overall services strategy and lead negotiations for Professional Services Organization (PSO) SOWs, including scope, deliverables, outcomes, financials (margin, incentives), and terms.
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