Manager, Strategic Hardware Partnerships, Business Development

Google LLC; Sunnyvale (CA); On-site; USD 224,000 - 311,000; Full time

Job summary

Google LLC in Sunnyvale, CA, is seeking a Manager, Strategic Hardware Partnerships, Business Development to lead premier hardware partnerships and AI infrastructure initiatives. You will collaborate with cross-functional teams to define commercial structures and drive growth across OEMs, ODMs, and distributors while shaping go-to-market strategies.

The role requires deep experience in hardware business development, strategic negotiations, and global sourcing enablement, with emphasis on AI

Qualifications

• 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.

Responsibilities

• Identify, evaluate, and negotiate end-to-end hardware partnerships across OEMs/ODMs, suppliers, and distributors to expand Google Cloud’s ecosystem.
• Structure and negotiate complex supplier and channel GTM frameworks with distribution, incentives, and financing constructs.
• Drive global sourcing enablement for AI/GPU platforms and align infrastructure capabilities with strategic objectives.
• Manage high-impact partnership engagements, applying advanced OEM-supplier dynamics to build resilient GTM solutions.

Skills

Hardware business development

Partnership negotiation

Global sourcing enablement

Education

Bachelor's degree or equivalent practical experience

Master’s degree (preferred)

Job description

Manager, Strategic Hardware Partnerships, Business Development

Share Manager, Strategic Hardware Partnerships, Business Development

corporate_fare Google place Sunnyvale, CA, USA

• 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.

Preferred qualifications:

• Master’s degree in Business Administration, Supply Chain Management, Engineering, Computer Science, or equivalent practical experience.
• Experience in 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 top hardware OEMs and ODMs, such as Dell, Quanta, and ASUS.
• Ability to design and execute innovative GTM commercial models, financing schemes, and supply chain agreements with key C‑suite stakeholders.
• Ability to work in a rapidly changing industry and collaborating with cross-functional stakeholders.

About the job

\As a Manager, Business Development, you will focus on Strategic Hardware, OEM/ODM, and AI Infrastructure Partnerships. You will be part of the Ecosystem and Channels team and will be responsible for selecting, evaluating, defining, and negotiating some of Google’s most strategic, complex, and impactful hardware supply chain and go‑to‑market partnerships. This includes structuring unconventional business models across OEMs, ODMs, distributors, and key silicon/component suppliers to accelerate strategic priorities such as business growth, technology adoption, capacity scaling, and solution completeness. Drawing on expertise in qualified distribution models, manufacturing incentives, and complex supplier GTM dynamics—exemplified by ecosystem benchmarks like the Nvidia-to-Dell relationship—you will evaluate financial and strategic potential to design resilient, scalable, and highly structured partnership models.

In this role, you will build strategic relationships and joint growth plans with key OEM/ODM partners, hardware suppliers, and distribution channels as they make pivotal financial, technical, and supply chain commitments with Google Cloud. You will collaborate with internal and external stakeholders—including Product, Engineering, Supply Chain, Finance, Legal, and Executive Leadership—to execute full lifecycle partnership ideation, agreement structuring, and contract execution. You will define, develop, and operationalize innovative GTM strategies, financing constructs, and hardware distribution frameworks to unlock market opportunities and accelerate global infrastructure expansion.

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.

Individual pay is determined by factors including job‑related skills, experience, and relevant education or training.

About the job

\As a Manager, Business Development, you will focus on Strategic Hardware, OEM/ODM, and AI Infrastructure Partnerships. You will be part of the Ecosystem and Channels team and will be responsible for selecting, evaluating, defining, and negotiating some of Google’s most strategic, complex, and impactful hardware supply chain and go‑to‑market partnerships. This includes structuring unconventional business models across OEMs, ODMs, distributors, and key silicon/component suppliers to accelerate strategic priorities such as business growth, technology adoption, capacity scaling, and solution completeness. Drawing on expertise in qualified distribution models, manufacturing incentives, and complex supplier GTM dynamics—exemplified by ecosystem benchmarks like the Nvidia-to-Dell relationship—you will evaluate financial and strategic potential to design resilient, scalable, and highly structured partnership models.

In this role, you will build strategic relationships and joint growth plans with key OEM/ODM partners, hardware suppliers, and distribution channels as they make pivotal financial, technical, and supply chain commitments with Google Cloud. You will collaborate with internal and external stakeholders—including Product, Engineering, Supply Chain, Finance, Legal, and Executive Leadership—to execute full lifecycle partnership ideation, agreement structuring, and contract execution. You will define, develop, and operationalize innovative GTM strategies, financing constructs, and hardware distribution frameworks to unlock market opportunities and accelerate global infrastructure expansion.

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.

Individual pay is determined by factors including job‑related skills, experience, and relevant education or training.

US: $224000 - $311000 (USD) + 25% bonus target + equity + benefits

Learn more about benefits at Google .

• Identify, evaluate, and execute end‑to‑end business development initiatives across the hardware supply chain, engaging key OEMs (e.g., Dell, HP, SuperMicro), ODMs (e.g., Quanta), silicon providers, and distributors to expand Google Cloud’s ecosystem.
• Structure and negotiate complex supplier and channel GTM frameworks, leveraging deep expertise in Qualified Distribution, manufacturing incentives (MDFs, 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 a portfolio of high‑impact agreement‑structuring engagements, applying models derived from advanced OEM‑supplier dynamics (e.g., Nvidia/Dell co‑sell and supply chain models) to build resilient infrastructure and GTM solutions.
• Bridge engineering, global sourcing, and commercial GTM strategies to define innovative commercial structures, business‑share mechanics, and distribution channels.

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.

Equity is granted exclusively and discretionarily by Alphabet Inc. on the basis of an agreement concluded between you and Alphabet Inc. Alphabet Inc. is your sole contractual partner with respect to equity grants. GSU grants are not guaranteed, are discretionary, and subject to approval by the Alphabet Inc. board of directors or its delegate, the terms of the relevant Alphabet Inc. stock plan, and your grant agreement. They have no impact on statutory payments. Current or past grants do not confer an acquired right.