Deal Pricing and Monetization Principal, Google Cloud

Google LLC•Sunnyvale, CA

41d•$180,000 - $267,000

About The Position

The Deal Pricing and Monetization (DPM) team is instrumental in shaping and executing Google Cloud Platform's (GCP) strategy to win large, complex agreements for Google Cloud - at the right price and at scale. As a DPM member, you will have the primary responsibility of structuring large and complex agreements (multi-million/billion dollar agreements) and GTM constructs that meet customer needs, while driving GCP's business and profitability, and ensuring risk mitigation and operational feasibility. You will do so by understanding the customers' specific needs, optimizing the products and solutions to achieve engaged differentiation, and structuring agreement/commercial terms which drive sound economics. You will be central to cross-functional efforts (e.g., across Sales, Product, Finance, Sales Operations) that will see through these agreements/partnerships from strategy to execution. Beyond strategic agreements, you will leverage your agreement experience and thought leadership to work closely with cross-functional teams (e.g., Business Planning, Finance, Sales leadership, Operations) to help drive and enhance business policy, product GTM, sales GTM, verticals strategy, and other such strategic projects. In this role, you will be working on ambiguous problems in a fast-paced environment that provides a 360-degree view of the GCP business, all with opportunities to learn and grow. 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.

Requirements

Bachelor's degree or equivalent practical experience.
8 years of experience in Go-to-Market Strategy, Sales Operations, Strategy and Operations, Management Consulting, Finance, or Program Management.
Experience working with executive-level clients or stakeholders.
Experience managing business activities, such as annual business planning, running business reviews, or goal setting.
Experience with data analysis, generating data-driven insights to influence decision-making.

Nice To Haves

Experience in IT infrastructure, cloud and digital transformations.
Experience in quantitative analysis and modelling with an ability to translate quantitative analysis into business recommendations.
Ability to work with c-suite/executive leaders internal as well as customers.
Ability to work in fast-paced environments with ambiguous problems, deploying first principles problem-solving.
Excellent self/project management, presentation, and communication skills.

Responsibilities

Apply cloud/industry expertise, GCP knowledge (across strategy, product, operations, financials) to develop strategies and agreement constructs that help us address customers' unique requirements and win agreements at the right price and at scale.
Build production-quality investigative datasets to help provide better insights around customer-level economics (discounts, time-to-business, credits, other incentives.
Apply core "first principles" problem-solving skills to address, prioritize, and structure issues. Engage executive leadership and customers to help drive decision making (including making specific recommendations all the way up to the CEO).
Collaborate cross-functionally to shape complex challenges (e.g., new business models, refine GTM/ sales strategy, policies, sales plays, field enablement, etc.).
Take initiative and show entrepreneurship to help drive initiatives to improve DPM's value dimensions at scale (e.g., business, profitability, velocity, risk mitigation, operational simplification, etc.).

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