Deal Pursuit Manager, Public Sector

Google Inc.; City Of London; On-site; GBP 70,000 - 90,000; Full time

Job summary

A leading technology company is seeking a Commercial Manager for Google Cloud's Global Business Practices. This role involves structuring agreements and guiding the Public Sector Sales organization. Ideal candidates will have extensive experience in public sector sales agreements and negotiation, along with strong leadership abilities. Fluency in German or Italian is a plus. The position is based in London, UK.

Qualifications

• 6+ years of experience in technology or legal service agreements.
• Experience in public sector contracting and pricing.
• Ability to communicate effectively in both English and a second language.

Responsibilities

• Manage creation of agreements and pricing proposals.
• Advise Sales teams on terms and objection handling.
• Engage with customers to negotiate agreement changes.

Skills

Leadership in structuring agreements

Enterprise sales experience

Fluent in German or Italian

Education

Bachelor's degree or equivalent

MBA degree or equivalent (preferred)

Tools

Salesforce

Google Workspace

Job description

Google London, UK ; Vienna, Austria ; +2 more

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Google welcomes people with disabilities. Note: By applying to this position you will have an opportunity to share your preferred working location from the following: London, UK; Vienna, Austria; Madrid, Spain; Milan, Metropolitan City of Milan, Italy.

• Bachelor's degree or equivalent practical experience.
• 6 years of experience leading the structuring, drafting, and negotiation of Public Sector 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 and Google Workspace.
• Experience supporting Sales teams and internal departments such as Finance and Legal.
• Experience with Software as a Service (SAAS), Infrastructure as a Service (IAAS), or similar cloud solutions.

Preferred qualifications:

• MBA degree, or equivalent.
• Experience working in public sector contracting, covering both legal and pricing on a deal desk, as a Contract Manager, or in a similar function.
• Understanding of business recognition and SOX compliance in the context of Software as a Service and Cloud services.
• Ability to communicate in German or Italian fluently to support client relationship management in this region.

About the job

As a Commercial Manager for Google Cloud’s Global Business Practices, you will serve to provide agreement structuring and guidance to the Google Cloud Public Sector Sales organisation, prepare tailored agreement packages, and negotiate work directly with Google Cloud Customers. You will work actively to negotiate 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 and work with Sales teams to articulate customer requirements, business cases, and agreement value to stakeholders, and understand close plans and timelines for agreements.
• Be the first point of contact for Sales teams and Public Sector customers and create a commercial proposal within the remit of the Global Business Practices team, or in collaboration with internal stakeholders.
• Be an adviser to Sales teams on pricing, product configuration, and business terms, and on objection handling techniques, alternative agreement options, or value propositioning to help drive agreement closures.
• Engage with Google Public Sector customers and prospective customers, and negotiate changes to those provisions using pre-approved fallbacks or an internal exception process for bespoke provisions.
• Build relationships with Global Business Practices programmatic teams, Legal, Finance, Sales, Pricing, and Product teams to drive agreement efficiencies.

Google is proud to be an equal opportunity and affirmative action employer. We are committed to building a workforce that is representative of the users we serve, creating a culture of belonging, and providing an equal employment opportunity regardless of race, creed, color, religion, gender, sexual orientation, gender identity/expression, national origin, disability, age, genetic information, veteran status, marital status, pregnancy or related condition (including breastfeeding), expecting or parents-to-be, criminal histories consistent with legal requirements, or any other basis protected by law. See also Google's EEO Policy, Know your rights: workplace discrimination is illegal, Belonging at Google, and How we hire.

Google is a global company and, in order to facilitate efficient collaboration and communication globally, English proficiency is a requirement for all roles unless stated otherwise in the job posting.