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- Tasks: Lead the structuring and negotiation of commercial agreements for Google Cloud.
- Company: Join Google Cloud, a leader in digital transformation and enterprise solutions.
- Benefits: Enjoy a dynamic work environment with opportunities for growth and collaboration.
- Why this job: Be at the forefront of innovative cloud solutions and make a real impact on businesses worldwide.
- Qualifications: 10 years of experience in commercial agreements; Bachelor's degree required, MBA preferred.
- Other info: Work closely with cross-functional teams and engage directly with customers.
The predicted salary is between 43200 - 72000 £ per year.
This job is brought to you by Jobs/Redefined, the UK’s leading over-50s age inclusive jobs board.
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:
- 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
The Business Strategy & Operations organization provides business critical insights using analytics, ensures cross functional alignment of goals and execution, and helps teams drive strategic partnerships and new initiatives forward. We stay focused on aligning the highest-level company priorities with effective day-to-day operations, and help evolve early stage ideas into future-growth initiatives.
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 Cloud deals 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.
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Commercial Manager, Deal Pursuit employer: Google
Contact Detail:
Google Recruiting Team
StudySmarter Expert Advice 🤫
We think this is how you could land Commercial Manager, Deal Pursuit
✨Tip Number 1
Familiarize yourself with Google Cloud's products and services. Understanding the technology and how it benefits customers will help you articulate value propositions effectively during discussions with stakeholders.
✨Tip Number 2
Network with professionals in the industry, especially those who have experience in enterprise sales or contract management. Engaging with these individuals can provide insights into best practices and may even lead to referrals.
✨Tip Number 3
Brush up on your negotiation skills. Since this role involves structuring and negotiating agreements, being able to navigate complex discussions and find mutually agreeable terms is crucial.
✨Tip Number 4
Stay updated on compliance regulations like the Sarbanes-Oxley Act (SOX) as they relate to SaaS and Cloud services. This knowledge will be beneficial when advising teams on contractual terms and conditions.
We think you need these skills to ace Commercial Manager, Deal Pursuit
Some tips for your application 🫡
Understand the Role: Take the time to thoroughly read the job description for the Commercial Manager position. Understand the key responsibilities and qualifications required, especially focusing on experience with enterprise service agreements and collaboration with sales teams.
Highlight Relevant Experience: In your CV and cover letter, emphasize your 10 years of experience in structuring, drafting, and negotiating commercial agreements. Be specific about your roles in technology companies or legal environments, and mention any experience with Salesforce or similar tools.
Showcase Your Skills: Make sure to highlight your skills in pricing, business recognition, and compliance with regulations like Sarbanes-Oxley Act (SOX). Provide examples of how you've successfully supported sales teams and collaborated with internal departments such as Finance and Legal.
Tailor Your Application: Customize your application materials to reflect the language and priorities mentioned in the job description. Use keywords related to Google Cloud's business practices and demonstrate your understanding of their mission to help organizations digitally transform.
How to prepare for a job interview at Google
✨Showcase Your Experience
Make sure to highlight your 10 years of experience in structuring, drafting, and negotiating commercial agreements. Be prepared to discuss specific examples from your past roles, especially those that involved technology customers or enterprise service agreements.
✨Understand the Business Context
Demonstrate your understanding of the business recognition and Sarbanes-Oxley Act (SOX) compliance, particularly in relation to SaaS and Cloud services. This knowledge will show that you can navigate complex regulatory environments effectively.
✨Familiarize Yourself with Tools
Since experience with Salesforce or similar tools is essential, make sure you are comfortable discussing how you've used these platforms to support sales teams and internal departments. Be ready to share how these tools have helped you in agreement management.
✨Prepare for Pricing Discussions
As pricing is a key aspect of the role, prepare to discuss your approach to pricing strategies and how you've successfully advised teams on pricing and contractual terms in previous positions. This will demonstrate your ability to add value to the Google Cloud Sales organization.
