Manager, Strategic Hardware Partnerships, Business Development

Google•Sunnyvale, CA

4h•$224,000 - $311,000

About The Position

As a Manager, Business Development, focused on Strategic Hardware, OEM/ODM, and AI Infrastructure Partnerships, you will be part of the Ecosystem and Channels team. You will select, evaluate, define, and negotiate strategic and complex hardware supply chain and go-to-market partnerships. This includes structuring business models across OEMs, ODMs, distributors, and silicon and component suppliers to advance business growth, technology adoption, capacity scaling, and solution completeness. You will assess financial and strategic potential and design resilient, scalable partnership models using expertise in qualified distribution, manufacturing incentives, and supplier go-to-market dynamics. You will build strategic relationships and joint growth plans with OEM/ODM partners, hardware suppliers, and distribution channels as they make financial, technical, and supply chain commitments with Google Cloud. Working with internal and external stakeholders across Product, Engineering, Supply Chain, Finance, Legal, and Executive Leadership, you will lead partnership ideation, agreement structuring, and contract execution. You will define and operationalize go-to-market strategies, financing constructs, and hardware distribution frameworks to unlock market opportunities and support global infrastructure expansion. Google Cloud delivers enterprise-grade solutions and tools to customers in more than 200 countries and territories, helping organizations digitally transform and address critical business problems. Individual pay is determined by job-related skills, experience, and relevant education or training. The posted U.S. pay range is $224,000–$311,000, plus a 25% bonus target, equity, and benefits.

Requirements

Bachelor’s degree or equivalent practical experience.
15 years of experience in hardware business development and hardware supply chain strategy in on-premise or hosted technology infrastructure, or AI sectors.
Experience negotiating and managing partnerships with hardware OEMs, ODMs, component suppliers, and global distribution channels.
Experience leading global sourcing enablement for next-generation AI and GPU infrastructure platforms.

Nice To Haves

Master’s degree in Business Administration, Supply Chain Management, Engineering, Computer Science, or equivalent practical experience.
Experience driving business strategies and initiatives with C-level stakeholders.
Understanding of advanced data center infrastructure, including liquid cooling, thermal architecture, and rack/chassis mechanical specifications.
Ability to build and manage strategic customer and vendor relationships with leading hardware OEMs and ODMs, such as Dell, Quanta, and ASUS.
Ability to design and execute innovative go-to-market commercial models, financing schemes, and supply chain agreements with C-suite stakeholders.
Ability to work in a rapidly changing industry and collaborate with cross-functional stakeholders.

Responsibilities

Identify, evaluate, and execute end-to-end business development initiatives across the hardware supply chain, engaging OEMs, ODMs, silicon providers, and distributors to expand Google Cloud’s ecosystem.
Structure and negotiate complex supplier and channel go-to-market frameworks, using expertise in Qualified Distribution, manufacturing incentives such as MDFs and GTM rebates, and flexible financing constructs.
Drive global sourcing enablement for AI/GPU platforms, aligning technical infrastructure capabilities with strategic hardware supply chain objectives.
Manage high-impact agreement-structuring engagements, applying models informed by advanced OEM-supplier dynamics to build resilient infrastructure and go-to-market solutions.
Bridge engineering, global sourcing, and commercial go-to-market strategies to define commercial structures, business-share mechanics, and distribution channels.
Build strategic relationships and joint growth plans with OEM/ODM partners, hardware suppliers, and distribution channels.
Collaborate with Product, Engineering, Supply Chain, Finance, Legal, Executive Leadership, and external stakeholders through partnership ideation, agreement structuring, and contract execution.
Define, develop, and operationalize go-to-market strategies, financing constructs, and hardware distribution frameworks.