Business Development Manager, Strategic, Sovereign, Partnerships

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 with public sector/regulated market business.
• Ability to work in a rapidly changing industry and collaborate with cross-functional stakeholders.
• Ability to recruit multiple industry-leading partners to cloud platforms, manage those partnerships into a joint Go-to-Market (GTM) motion, and interact with C-suite executives at market-leading technology/SaaS companies.
• Excellent communication, presentation, problem-solving, investigative, business judgment, leadership, and financial skills.

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 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 corporate executives (CxO) level partner executives to build a partnership, presenting 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 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 partnerships and business models. You will prioritize to accelerate one or more priorities including business, new customer acquisition, solution completeness, and 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 business recommendations with leadership. You will experience evaluating financial and partnership and contractually structuring unconventional business models, when appropriate.

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

• Identify new sovereign partnership members and initiate a business development life-cycle from initial engagement through contractual execution to grow the 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 business, 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 impact partnerships.
• Define and operationalize new business models through partners to unlock and accelerate business.