Job Description

Minimum qualifications

• Bachelor's degree or equivalent practical experience.
• 15 years of experience in commercial negotiations, business development, consulting, or planning.
• 10 years of experience managing people and leading teams.

Preferred qualifications

• Juris Doctor, equivalent legal degree, or MBA.
• Experience building teams and organizations from the ground up and leading complex strategic or operational initiatives.
• Experience leading cross-functional teams and technical discussions around cloud products and solutions.
• Understanding of regulatory environments such as healthcare, financial services, or manufacturing.
• Analytical and problem-solving skills, with business judgment and the ability to present analysis clearly.

About the job

As Director, EMEA Deal Pursuit Organization (DPO), you will structure and negotiate agreements between Google Cloud and our customers. You will bridge customer business needs with the capabilities of Google's products, processes, and systems, serving as a core partner to the Sales team in achieving sales targets and accelerating revenue. In this role, you will develop solutions for complex, ambiguous, and high-visibility business challenges in partnership with Product, Engineering, Sales, Legal, Accounting, and Finance.

You will leverage a commercial and operational business mindset to streamline processes, ensure contract and pricing accuracy, and expedite deal flow. You will partner with senior stakeholders to address strategic issues and communicate effectively with cross-functional audiences to drive change. Your deep understanding of EMEA customers and macroeconomic nuances will be critical to successful deal negotiations.

We are looking for an execution-biased leader who can drive creativity and continuous improvement, while advocating for the health and well-being of a high-performing team.

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 a team of commercial and contractual negotiators based across EMEA.
• Serve as a trusted advisor to EMEA sales leaders on winning complex deals and structuring them to accelerate revenue.
• Represent Google in commercial negotiations with major customers and engage directly with customer executive leadership.
• Collaborate with internal stakeholder groups to build automated and policy-based solutions that enable the expedient closure of deals.
• Influence and lead dotted-line commercial operations functions aligned with EMEA Deal Pursuit, including Sales Support and Business Practices.