Strategic Deal Pricing and Monetization Principal

Minimum qualifications:

• Bachelor's degree or equivalent practical experience.
  
• 8 years of experience in a management consulting, sales operations, business strategy or corporate advisory role.

Preferred qualifications:

• 5 years of experience in developing and driving business strategy (e.g., management consulting, corporate strategy, finance, product management/product operations, business planning, strategic deal pricing) in tech environments.
• Industry experience in IT infrastructure, cloud and digital transformations.
• Proficiency in quantitative analysis and modeling.
• Ability to translate quantitative analysis into business recommendations.
• Ability to work in fast-paced environments with ambiguous problems deploying first principles problem-solving.
• Excellent project management, presentation, and executive communication skills, with the ability to work with C-suite/executive leaders internal as well as customers.

About the job

The Deal Pricing and Monetization (DPM) team is instrumental in shaping and executing Google Cloud's strategy to win large, complex deals, at the right price and at scale.

As a DPM team member, you will have the primary responsibility of structuring large and complex deals and Go-to-Market (GTM) constructs (e.g., programs, policies) that meet customer needs, while driving Google Cloud's revenue and profitability, and ensuring risk mitigation and operational feasibility. You will understand customers specific needs, optimizing products and solutions for competitive differentiation, and structuring commercial terms that drive sound economics. You’ll be driving commercial strategy on deals and partnerships, along with cross-functional stakeholders (e.g., Sales, Product, Finance, Sales Operations) from strategy to execution. You will work closely with cross-functional teams to help drive and enhance business policy, product GTM, sales GTM, vertical strategy, and other strategic projects. You will be working on ambiguous problems in a fast-paced environment, providing a complete view of the Google Cloud business, and offering ample opportunities to learn and grow.

Google Customer Solutions (GCS) sales teams are trusted advisors and competitive sellers who maintain a relentless focus on customer success by bringing the best Google has to offer to small- and medium-sized businesses (SMBs), which are the backbone of our communities. As a member of our team, you’ll have the opportunity to work with company owners and make a real difference in their businesses by helping them grow. Together, we help shape the future of innovation for customers, partners, and sellers...and we have fun doing it.

The US base salary range for this full-time position is $186,000-$270,000 + bonus + equity + benefits. Our salary ranges are determined by role, level, and location. Within the range, individual pay is determined by work location and additional factors, including job-related skills, experience, and relevant education or training. Your recruiter can share more about the specific salary range for your preferred location during the hiring process.

Please note that the compensation details listed in US role postings reflect the base salary only, and do not include bonus, equity, or benefits. Learn more about benefits at Google.

Responsibilities

• Apply cloud, industry expertise, and Google Cloud knowledge (strategy, product, operations, financials), to develop strategies and deal constructs.
  
• Use first principles to address, prioritize, and structure issues, whether deal-specific or broader Google Cloud issues. Develop skill set (e.g., strategic thinking, analytics, product/industry expertise), while specializing in areas aligned to business priority.
• Engage with executive leadership and customers to drive decision-making, including making specific recommendations.
• Collaborate effectively across functions (e.g., business planning, sales, finance, operations, product areas) to manage complex issues like new business models, refining GTM/sales strategy, and field enablement.