Business Development Manager, Strategic Sovereign Partnerships

Business Development Manager, Strategic Sovereign Partnerships

Experience owning outcomes and decision making, solving ambiguous problems and influencing stakeholders; deep expertise in domain. By applying to this position you will have an opportunity to share your preferred working location from the following : Sunnyvale, CA, USA; Kirkland, WA, USA.

Minimum qualifications :

• Bachelor's degree or equivalent practical experience.
• 15 years of customer-facing experience in SaaS or AI companies, cloud business, 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 :

About the Job

As a Business Development Manager, 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, Business Account teams, Product, Engineering, Marketing, Professional Services, Finance, Legal and others, to execute on a full life-cycle partnership ideation and discussion. You will be responsible for engaging CxO level partner executives to build a strategic partnership, presenting strategic proposals to C-level partner executives, structuring contractual relationships, and representing Google Cloud and our commitment to partnerships and our customers. You will focus on our Strategic Sovereign partners including Operating Partners and Independent Software Vendors (ISVs). You will be part of the ecosystem and channels team and will be responsible for selecting, evaluating, defining and partnering some of Google's most strategic, complex and impactful partnerships and business models. You will prioritize to accelerate one or more strategic priorities including business, new customer acquisition, solution completeness, and strategic market position. Many projects and partnerships from this team are non-standard in nature and require sponsorship across multiple stakeholders. You will encompass 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.

Responsibilities

Identify new sovereign partnership members and initiate a business development life-cycle from initial engagement through contractual execution to grow the highest priority partnership segments of Google Cloud's Ecosystem. Define and execute partnership strategy with the objective of optimizing adoption of Google technologies, products and develop a joint business, drive customer acquisition and business growth through joint Go-to-Market (GTM) initiatives with sales, Independent Software Vendors (ISV) partners, and Global System Integrators (GSIs). Cultivate relationships with external and internal C-level executives and achieve mutually beneficial outcomes. Manage a portfolio of partnership agreement structuring engagements, defining and executing of unconventional agreement structures, work cross-functionally with product, engineering, industry and business teams to focus on the biggest impact partnerships. Define and operationalize new business models through partners to unlock and accelerate business.